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Negotiation skills are important for everyone, not just salespeople. Anyone can learn the simple rules of negotiation and use them to get a great deal on a new car or house, or to achieve greater success at work by negotiating better deals with suppliers, customers, and even colleagues. Chris Croft, a master negotiator, walks you through all stages of a negotiation, from deciding to negotiate to closing. Chris explains how to prepare for a negotiation and calculate your opening offer. In addition, he walks you through a series of specific negotiation tactics, demonstrates how to use trading to reach a win-win situation, and discusses how to close the deal.
Syllabus :
1. Decide to Negotiate
- Identify your reasons for avoiding negotiation
- Overcome embarrassment and pride to negotiate
- Negotiate without lying
- Stop your fear of losing the deal
- Instead of yes or no, negotiate
- Spot seven signs that you should negotiate
2. Planning Your Negotiation
- Set your limit and stick to it
- Determine your limit vs. your opening offer
- Prepare your tradables
- Prepare their weaknesses
3. Opening Offers
- Don't open first
- Calculate your opening offer
- Watch for the flinch
- Don't use round numbers
4. Tactics
- Try the vice technique of negotiation
- Try knocking the product
- Try the reluctant buyer technique
- Try hiding the value of tradables
- Try the salami technique
- Try time pressure
5. Trading
- Get to win-win with tradables
- Use trading to get a better deal
- Use small steps
- Learn from an example of poor negotiation
- Identify weak spots in negotiation
6. Closing
- Avoid final offers
- Avoid splitting the difference
- Watch out for the nibble technique
- Learn to manage the quivering pen technique
- Know when to walk away from a deal
- Pratice with low-risk negotiation
