Quotations on negotiations

Give your comments on the quotations below.

· In business, you don't get what you deserve, you get what you negotiate.

· My father said: "You must never try to make all the money that's in a deal. Let the other fellow make some money too, because if you have a reputation for always making all the money, you won't have many deals.

· When a man says that he approves something in principal, it means he hasn’t the slightest intention of putting it in practice.

· He who has learned to disagree without being disagreeable has discovered the most valuable secret of a diplomat.

· Negotiating means getting the best of your opponent.

· If you come to a negotiation table saying you have the final truth, that you know nothing but the truth and that is final, you will get nothing.

· Let us never negotiate out of fear. But let us never fear to negotiate.

· If you don’t get what you want, it’s a sign either that you did not seriously want it, or that you tried to bargain over the price.

· If you are planning on doing business with someone again, don’t be too tough in the negotiations. If you’re going to skin a cat, don’t keep it as a house cat.

· The first thing you have to do, whether you are the buyer or the seller, is to find out what the other party’s budget is. If you are buying, your offer should be ridiculously low so you have room to go up. If you are selling, start ridiculously high so you can come down.

· Make every bargain clear and plain, that none may afterwards complain.

· Don’t ever slam a door. You might want to go back in.

C

How to be a good negotiator?

Agree or disagree with the following statements:

· try to get on well with your opposite number

· use emphatic language

· show respect for your opposite number

· make suggestions to resolve disagreement

· have clear objectives

· be determined to win

· say “I don’t understand”, if that is the case

· listen carefully

· always compromise

· discuss areas of conflict

D

Look at the cartoon and think about these questions.

1. How could the negotiation have been more successful?

2. How would a sales representative need to prepare for a negotiation in which he planned to ask for a pay rise?

3. What would the sales manager need to think about?

E

Which of the following do you think are good negotiating principles? Discuss your answers with a partner.

1. Show generosity. It’s a sign of strength..

2. Ask for information.

3. Be prepared to negotiate everything, as everything is negotiable.

4. Never accept the first offer.

5. Use any means you can to obtain what you want.

6. Begin a negotiation by asking for more than you expect to get.

7. Jump at every opportunity.

8. Know what your offer is worth.

9. Never sell for less than your offer is worth.

Answer the questionnaire. Use the principles in E.

What would you do in the following situations?

Date: 2016-01-14; view: 989