Negotiation Tactics Flashcards
Linking issues
putting things together
if you give me this prices I’ll give you all my volume for several years
(se tu fai questo io faccio questo)
Broken Record
Like a child: i can’t give you a control longer than 1 year. I can’t give you a ………..
Counterattacks: ok i understood, let me write id down….. lets find a solution
Building block / Piecemeal / Backdown
Request pricing for various quantities, volumes levels. or Breakdowns of the total product / system costs
Messenger
it s not may idea, but my boss’s idea
(you want to say that you can’t change that)
Counterattacks: let me talk with your boss
–> call him
Problem transfer
transfer the problem to something / someone else
I’d like to do that but the market is telling something different
Good guy - bad guy
Counterattack:
ignore bad guy.
ask the good guy: do you agree with him
Emotion
i can’t believe this is how you do business
Counterattack: ignore, smile
Caucus
during a negotiation take a break, change environment
I think we need to take a break
what if…
come è la situazione se faccio x?
could you give me that for 2000 if also my sister buy another car?
Full disclosure
you make all transparent and home that the other party won’t take advantages. I have only 2000 euros and i really need a car
Backward negotiation
i want this car but i want to pay only 20000, how can we do that?
Risk: maybe he would have give to you for 19000
back burner
talk lather about that
Counterattack: no, that is the most important thing i want to talk about, lets do it now
Ask why
the other party have to explain more –> the more importation you have the stronger you are
Deadlines
we have until the end of the week to reach an agreement.
If we don’t i’ll have to stop placing other with you
Counterattack: miss the deadline (never set deadline)
Flinch
phisical change: Whaaaaaat?!?!? The prices is 2000?!?!
emotional reaction, change body language
