Juegos Trabajo Trabajar | Negotiation - Learning Negotiation Skills From Children

juegos Children are good negotiators. They know that ‘no’ means ‘maybe’, do not give up easily, and ask for more than they want.

They do not take “No” for an answer

Kids demand to know “Why“. If they move past the parental “Because I said so“, they may overcome the objection. The adult equivalent words in the sales negotiation context are, “Tell me about it.” This phrase opens the door to frank communication and dislodges the ‘No’ answer.

trabajo Build concessions into your negotiation plan  

The buyer has an emotional imperative to win by beating us down on the price, squeezing an earlier delivery, extending the service warranty, etc. Knowing the importance that the customer places on each negotiable topic determines which concession to offer. For example, if we know that price is the hot button, then leave some bargaining room, and plan to give ground on this point.  

Give ground reluctantly  

It must appear to have value to us to be worth anything to someone else. A concession must be surrendered reluctantly like a trophy to a victor.  Suppose that we can meet a customer’s time demands without great exertion or expense. If we proudly answer, “No problem” to his request, that concession has very little perceived value. The task here is to turn low actual value to us into high perceived value to them.   

trabajar They listen and they ask the “What if” question

Since kids hear ‘no’ as ‘maybe’, they relish the opportunity to convert ‘no’ to the ‘yes’ column. For instance, Brie asked, “what if I do tomorrow’s homework today? Then Allison and I can go to the mall until dinner.” While it would annoy a buyer if we were to continually ask ‘why’, we refine it to the “What if” question to reach the same result. For example, “What if we were to extend the price protection? Would that seal the deal?”

They do not use tentative language

Brie’s “What if” question closes in the affirmative. Confidence precedes the sale. They use optimistic terms and avoid tentative language that might invite denial.

Not every concession needs reciprocation  

A trap used by good negotiators on the unsuspecting amateur is to plant a low (actual) value concession and then demand that you reciprocate. Beware that the other side also engages in perceived value concessions. Be prepared to challenge some of those concessions, especially when facing sophisticated buyers  

Timing  

When is as important as how to make the concession. Never concede first on a point of major importance to you. If you do, that point will be seen as trivial since you gave it up so willingly. Moreover, your offer will be read as weakness and trigger a barrage of other concession demands. Do not offer concessions too early in the process. Typically, the greatest movement toward settlement (sometimes called progress) occurs in the waning moments. Time is always a crucial factor in negotiations and can dictate concession behavior. If you plan your concessions, you’ll counteract this tendency to be controlled by time.  

Converge on Zero  

Make concessions in decreasing amounts. If you give the buyer a $500 initial price cut, and then double it to a $1000 ‘final’ concession to close the deal, the buyer has just learned that it pays to wait and ask for another concession. Instead, divide your total price concession into decreasing offers. Begin with the largest, and proceed to incrementally smaller bids. For instance, give up 40%, 30%, 20%, and a final 10% of your total concession and do so in that order. The convergence on diminishing returns is apparent to the buyer.  

Your concessions, like the overall negotiation, plan should be in writing. Prioritize the list of concessions from most to least important to you, and estimate the perceived value to the buyer. The discipline of listing and prioritizing will help to keep on the path through the smoke and flames of the negotiation process You can be published without charge. You can to republish this article in your website or blog. Please provide links Active.

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