The Power Series Sales Negotiation 2017
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The document discusses strategies for negotiation. It contrasts competitive negotiation, which often leads to conflict and lose-lose outcomes, with cooperative negotiation, which seeks to understand all perspectives to find a win-win agreement. It provides questions to consider in negotiation, including understanding what each side values and how to ensure both parties get more value than originally proposed. The goal is finding agreements that satisfy both parties' interests.
The Power Series Sales Negotiation 2017
- 2. You have 2$ on the table to share. You have 5 Minutes to negotiate your share with your partner. There is a prize for the best deal.
- 3. Seller lays cards on the table Buyer lays cards on the table Compare notes - Agreement Seller prices high Buyer offers low Battle - Agreement Competitive Negotiation Co-operative Negotiation
- 4. Ignores the human need to win. Can be misunderstood as weakness Leaves the negotiator open and may lose the advantage. Co-operative Negotiation
- 5. Will often lead to conflict. Will occasionally lead to brinkmanship. Results depend on the strength of the negotiator, not the merits of the issues. Not likely to achieve Win-Win. Will often result in Lose-Lose. You are never certain if you achieved the results you could have achieved. Competitive Negotiation
- 6. Abu Dhabi Zero Sum Game
- 7. The Camel Story William Ury 17 Camels 3 Brothers split the Camels Half to one, One Third to another and a Ninth to the Third
- 9. Who wins in a negotiation? Where does the power come from? Is there an alternative to Positional Bargaining? How do I get the opponent to listen to my point of view? How do I make sure we both get more than we bargained for? 5 Basic Questions
- 10. Speak First - Loudest - Longest or Speak Last - Softest - Shortest How do I get them to Listen to me?
- 11. Prepare Listen intently Prompt the speaker Their point of view Empathize Confirm Assertive Listening
- 12. Benefits = 4, Price = 4, Value = 1 Benefits = 6, Price = 4, Value = 1.5 Benefits = 8, Price = 5, Value = 1.6 Selling at your Higher price Value Benefits Price =
- 19. What is the buyer looking for?
- 20. What is the seller looking for? A Good Selling Price A Large Order Regular Payments Referrals Bulk Deliveries Testimonial letters Early Orders
- 21. To get more out of the negotiation, bring more to the table How can both sides get more from the negotiation?