Some Thoughts on
Negotiation
Qualities of a Good Negotiator
Willingness to continue
o Risktaker
o Tolerate ambiguity
Patience
o Endurance
o Stamina
o
o
Negotiating Skills
Allow time for planning
o Collect all available
information
o Negotiate internally first
o Be flexible
o Don’t give concessions too
early
o
Don’t respond too quickly to
demands
o Call "time-outs" when appropriate
o Put yourself in customer’s shoes
o Don’t let egos interfere
o Always follow through
o
Buyer's Overt Concerns
Do we really need this product
or service?
o What will the savings be for
the company?
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Are there alternatives?
o Do we have sufficient budget?
o
Buyer's Covert Concerns
Will I be at risk?
o Will this reflect positively on
me?
o
Will this solidify my position?
o Will this mean more work for me?
o Do potential gains outweigh risks?
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Ten Booby Traps
Sneak attacks
o Fatal assumptions
o Misguided missiles
o Killer impatience
o Bad intentions
o
Blind faith
o Mental blocks
o Price paralysis
o Unwise ultimatums
o Misplaced emotions
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Prepare!
o Probe!
o Propose!
o
Remember