Positional Tactics Information Time Power –Power of Demand –Power of Authority –Power of Investment –Power of Reward or Punishment –Power of Association
Offensive Tactics What-if Scenarios The Throw In Help Me Well, I don’t know Use Leading Questions Issue a “Veiled” Threat Divide and Conquer Ultimatum
What-if Scenarios For buyers: –What if I buy in larger quantities? –What if I pay the freight? –What if I run the advertisement every week? Can I get it for less? For sellers: –What if I deliver it today? –What if I let you pay in installments? –What if I give you a discount on your next order?
The Throw In With an order of this size, how about throwing in an extra unit for free? If I have to pay you $ 10.00 per square meter, and sign for 5 years, how about throwing in the remodeling of the offices and carpet? If I pay you in full today, would you throw in free shipping?
Help Me I have a real problem and I need your help. You'll have to help me on this one. Help me, I didn't realize the new WTO tariff regulations took effect this week!
Well, I don’t know Well, I don't know… that seems like a lot of money. Well, I don't know... I needed it sooner. Well, I don't know... we're still far apart in our ideas.
Other Offensive Tactics Use Leading Questions Issue a “Veiled” Threat Divide and Conquer Ultimatum
Defensive Tactics Become Emotional Remain Silent Laugh Walk out Learn to Flinch Make Tiny Concessions
Concession Tactics Plan possible concessions beforehand Promote willingness to make concessions Make the concessions small and incremental Use quid pro quo Know how to separate pakage claims
Conclusion Establish trust, be sincere and friendly. Be relaxed and unpressured. Find a way to meet the other party’s needs. Use his ideas, words, and situations to convey your plan. Listen to what he is saying to you with his whole body, not just his words. Show him you care about his position.
Bibliography Capela, John J. and Stephen W. Hartman. Dictionary of International Business Terms. Second. Barron's Educational Series. New York: Barron's Educational Series, Inc., 2000. Dawson, Roger. Secrets of Power Negotiation: Inside Secrets from a Master Negotiator. Franklin Lakes, NJ: Career Press, 2000. Fisher, Roger, William Ury, and Bruce Patton. Getting to Yes: Negotiating Agreement without Giving In. New York: Penguin Books, 1991. Hindle, Tim. Negotiating Skills. Essential Managers. Bolton, Ontario, Canada: Fenn Publishing Company, 1998. Leritz, Len. No-fault Negotiating: How to Make Deals So Both Sides Win. New York: Harper Collins, 1991. Shell, G. Richard. Bargaining for Advanage: Negotiation Strategies for Reasonable People. New York: Penguin Books, 2000. http://sbinfocanada.about.com/cs/marketing/a/negotiation kr.htm