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Unit 5 Subject backgroundMaking deals · Setting broad objectives for what you want to achieve. What are your main priorities? · Identifying the other person’s needs. Initial contact by phone and email will allow you to do this — ask lots of questions. · Listing all possible variables. Divide them into quantifiable (price) and unquantifiable (design). For each variable, write down i) your best possible outcome, ii) a realistic outcome and iii) the worst position you will accept (beyond this point you walk away). · Deciding on possible concessions. What are you prepared to give? In the negotiation itself, there is a psychological element to the trading of concessions. · stress the costs to you (Well, I could do that, but it would involve ...) · refer to a major problem your concession will solve (Well, if I agreed to that it would remove the need for you to ...) · imply that the concession is exceptional (I really don’t know what my boss would say.). 2. Minimize their concessions: · acknowledge a concession briefly without putting any value on it (Right, let’s do it that way) · devalue their concession (Right, that’s a small step forward I guess.) · amortize their concession into smaller units (Well, at least that saves me X per month.) rather than quoting the total figure. Other key techniques during the negotiation include:
Date: 2016-01-03; view: 2585
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