Strategies and Tactics How to Reach a Deal. Introduction Positional Tactics Offensive Tactics ...

Strategies and TacticsStrategies and Tactics

How to Reach a DealHow to Reach a Deal

IntroductionIntroduction

Positional TacticsPositional Tactics Offensive TacticsOffensive Tactics Defensive TacticsDefensive Tactics Concession TacticsConcession Tactics

Positional TacticsPositional Tactics

InformationInformation TimeTime PowerPower

– Power of DemandPower of Demand– Power of AuthorityPower of Authority– Power of InvestmentPower of Investment– Power of Reward or PunishmentPower of Reward or Punishment– Power of Association Power of Association

Offensive TacticsOffensive Tactics

What-if ScenariosWhat-if Scenarios The Throw InThe Throw In Help MeHelp Me Well, I don’t knowWell, I don’t know Use Leading QuestionsUse Leading Questions Issue a “Veiled” ThreatIssue a “Veiled” Threat Divide and ConquerDivide and Conquer Ultimatum Ultimatum

What-if ScenariosWhat-if Scenarios

For buyers:For buyers:– What if I buy in larger quantities?What if I buy in larger quantities?– What if I pay the freight?What if I pay the freight?– What if I run the advertisement every week? What if I run the advertisement every week?

Can I get it for less?Can I get it for less? For sellers:For sellers:

– What if I deliver it today?What if I deliver it today?– What if I let you pay in installments?What if I let you pay in installments?– What if I give you a discount on your next What if I give you a discount on your next

order? order?

The Throw InThe Throw In

With an order of this size, how about With an order of this size, how about throwing in an extra unit for free?throwing in an extra unit for free?

If I have to pay you $ 10.00 per If I have to pay you $ 10.00 per square meter, and sign for 5 years, square meter, and sign for 5 years, how about throwing in the how about throwing in the remodeling of the offices and carpet?remodeling of the offices and carpet?

If I pay you in full today, would you If I pay you in full today, would you throw in free shipping?throw in free shipping?

Help MeHelp Me

I have a real problem and I need your I have a real problem and I need your help.help.

You'll have to help me on this one.You'll have to help me on this one. Help me, I didn't realize the new Help me, I didn't realize the new

WTO tariff regulations took effect this WTO tariff regulations took effect this week!week!

Well, I don’t knowWell, I don’t know

Well, I don't know… that seems like a Well, I don't know… that seems like a lot of money.lot of money.

Well, I don't know... I needed it Well, I don't know... I needed it sooner.sooner.

Well, I don't know... we're still far Well, I don't know... we're still far apart in our ideas.apart in our ideas.

Other Offensive TacticsOther Offensive Tactics

Use Leading QuestionsUse Leading Questions Issue a “Veiled” ThreatIssue a “Veiled” Threat Divide and ConquerDivide and Conquer UltimatumUltimatum

Defensive TacticsDefensive Tactics

Become EmotionalBecome Emotional Remain SilentRemain Silent LaughLaugh Walk outWalk out Learn to FlinchLearn to Flinch Make Tiny Concessions Make Tiny Concessions

Concession TacticsConcession Tactics

Plan possible concessions Plan possible concessions beforehandbeforehand

Promote willingness to make Promote willingness to make concessionsconcessions

Make the concessions small and Make the concessions small and incrementalincremental

Use Use quid pro quoquid pro quo Know how to separate pakage claimsKnow how to separate pakage claims

ConclusionConclusion

Establish trust, be sincere and friendly.Establish trust, be sincere and friendly. Be relaxed and unpressured.Be relaxed and unpressured. Find a way to meet the other party’s Find a way to meet the other party’s

needs.needs. Use his ideas, words, and situations to Use his ideas, words, and situations to

convey your plan. convey your plan. Listen to what he is saying to you with his Listen to what he is saying to you with his

whole body, not just his words. whole body, not just his words. Show him you care about his position. Show him you care about his position.

BibliographyBibliography Capela, John J. and Stephen W. Hartman. Capela, John J. and Stephen W. Hartman. Dictionary of Dictionary of

International Business TermsInternational Business Terms. Second. Barron's Educational . Second. Barron's Educational Series. New York: Barron's Educational Series, Inc., 2000.Series. New York: Barron's Educational Series, Inc., 2000.

Dawson, Roger. Dawson, Roger. Secrets of Power Negotiation: Inside Secrets Secrets of Power Negotiation: Inside Secrets from a Master Negotiatorfrom a Master Negotiator. Franklin Lakes, NJ: Career Press, . Franklin Lakes, NJ: Career Press, 2000.2000.

Fisher, Roger, William Ury, and Bruce Patton. Fisher, Roger, William Ury, and Bruce Patton. Getting to Yes: Getting to Yes: Negotiating Agreement without Giving InNegotiating Agreement without Giving In. New York: Penguin . New York: Penguin Books, 1991.Books, 1991.

Hindle, Tim. Hindle, Tim. Negotiating SkillsNegotiating Skills. Essential Managers. Bolton, . Essential Managers. Bolton, Ontario, Canada: Fenn Publishing Company, 1998.Ontario, Canada: Fenn Publishing Company, 1998.

Leritz, Len. Leritz, Len. No-fault Negotiating: How to Make Deals So Both No-fault Negotiating: How to Make Deals So Both Sides WinSides Win. New York: Harper Collins, 1991.. New York: Harper Collins, 1991.

Shell, G. Richard. Shell, G. Richard. Bargaining for Advanage: Negotiation Bargaining for Advanage: Negotiation Strategies for Reasonable PeopleStrategies for Reasonable People. New York: Penguin Books, . New York: Penguin Books, 2000.2000.

http://sbinfocanada.about.com/cs/marketing/a/http://sbinfocanada.about.com/cs/marketing/a/negotiationkr.htmnegotiationkr.htm