We need a menu of options on how to conduct ourselves in a negotiation. Knowing these variety can help you win a negotiation in number of ways. There are 10. Before I read a book on such tactic: good cop bad cop sand bagging and helped me win some of the early deals.
Those mentioned in the video are:
1. Anchoring: (or porcupine approach) does this look good to you? Is this the model that you prefer.
We will look for a m. odel that fits your needs
.2. Mirroring, echoing - repeating the same last words of the other party at slight questioning inflection. This gives doubt in the minds of the other party and makes him pause think and wonder if he said the wrong number or offer.
3. Silence is golden - the pause that causes nervousness. Pregnant long pauses causes uncertainity in the seller or the buyer and makes time for him her to reconsider. Maybe he will change the offer.
4. Flinch - body action to show displeasure and surprise. It has to be authentic to have an effect
5. Good cop bad cop. The bad cop looks like an enemy, good cop is the ally. And then you eventually cooperate with them align with them to give them what they want.
6. Door faced - there is big first offer and second lower offer, And you tend to approve the second one because the other party has been rejected
7. BATNA - Alternative. Best Alternative to Negotiation Allready Negotiated and Agreed. Have strong options alternative before hand. Research your opponent other supplier and be sure you have strong facts.
8. Nibble/salami - when everything is agreed upon Ask for small favor very little not a big one which they can not reject. After investing too much in the negotiation and big deal, you cand reject a small favor asked.
9. Ultimatum - walk away, final offer. And walk away because there were straws that broke the camels back. The other party cant change a bit. Be prepared you as in 7 have strong options
10. Trading - you trade positions not asking not begging.
No comments:
Post a Comment