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11 Cards in this Set
- Front
- Back
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What is a negotiation?
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When two people must agree upon a common decision, it is a process aimed at fulfilling needs
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How should a skilled negotiator be?
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He/she should surface the needs of the counterpart and explain own needs
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How does the negotiation process work?
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1. Preparations phase
2. Greeting phase 3. Introduction phase 4. Argumentation phase 5. Compromise phase 6. Closure phase 7. Realization phase |
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What preparations should be made?
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- Gather information
- Knowledge - Set objectives and rank them - Be prepared to leave the negotiation - Put yourself in your counterparts position |
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What three objectives should always be considered before entering a negotiation?
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1. The best possible result
2. A result that you would consider fair 3. The worst result that you could accept |
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How should you act during the greeting phase?
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- Create trust
- Don't underestimate this part - Get to know your counterpart - Be interested - The greeting phase is cultural |
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How should you act during the introduction phase?
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- Make a summary of the background
- Establish a foundation for cooperation - Present the agenda, try to control what happens - Never start with controversial issues - |
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How should one act during the argumentation and compromise phase?
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- Argument to achieve a better deal is presented
- Try to be balanced and have an open discussion - Show respect for your counterpart - Never accept demands one by one. Only agree to a complete and final offer in the compromise phase |
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How are you supposed to act in the closure phase?
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• Close the deal in a way that makes both partys feel like winners.
• Summarise the discussion and write down in a protocoll what is agreed upon. |
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How should you act in the realization phase?
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• An important phase
• When working with complex sales it is now it starts • A succesful realisation lay the foundation for the next negotiation |
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Some last advise..
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• Listen
• Avoid ultimatums • Try to keep calm • Always try to have your counterpart give the first bid • Never give more than you need to • Present demands in writing • Never lie |
