Download
1 / 17
170 likes | 366 Views
Negotiating. Zhejiang University of Finance & Economics Dong Fang College Toriano Cook. to negotiate . to discuss something in order to make an agreement t o bargain to haggle to compromise to deal to hammer out . In groups discuss….
E N D
Negotiating Zhejiang University of Finance & Economics Dong Fang College Toriano Cook
to negotiate • to discuss something in order to make an agreement • to bargain • to haggle • to compromise • to deal • to hammer out
In groups discuss… • In what situations do you negotiate? Who do you negotiate with? • What makes a good negotiator? • How can you avoid being manipulated (used or cheated) in a negotiation? • Is there an important difference between the way you might negotiate a one time transaction (like getting a good price on a new mobile phone) or negotiating as a part of a long-term relationship (like discussing issues with a roommate)?
In what situations do you negotiate? Who do you negotiate with? • We all negotiate all the time • with your parents • with your classmates • with your roommate(s) • with your friends • We negotiate many questions • With parents about money • With friends about what to do for fun (go to cinema, go shopping…) • These situations may not feel like negotiations because they are all long-term relationships • Actually are a lot like business negotiations you may have to do as your job.
What makes a good negotiator? • A good negotiator will try to build positive long-term relationships. • A good negotiator will also be honest and not try to upset or anger the person he/she is discussing with. • Will always try to make the other person happy.
How can you avoid being manipulated (used or cheated) in a negotiation? • Be aware of what you are negotiating about. • Know information before the negotiation (if you are going to buy a new iPhone 6, now what the average price is at other stores before you go shopping) • Don’t lose control. Take your time and consider what you want before coming to a decision.
Four kinds of negotiators • Importunist • Bully • Friend • Good Cop / Bad Cop
Importunist • Everything is important! • Uses phrases like: • That's all I can afford. (I don’t have any more money) • You have to do better than that. (Give me a better deal or I leave) • Take it or leave it. (My final offer, if you don’t like, oh well!)". • Importunist will try to make the person they’re negotiating with feel bad or that they will lose a deal if they don’t agree.
Bully • A bully will often negotiate in a very rude way. • They may cut you off as you try to speak or speak very negatively about you. • They may tell you that they do not care about what you want and that they do not need or want your business. • Will often try to rip you off if they think you will not speak against them.
Good Cop / Bad Cop • Usually two negotiators working together. • The ‘bad cop’ will try to pressure you and make you uncomfortable. • While the ‘good cop’ will be very nice and speak very nicely and positively to make you happen. • What they want in a negotiation is usually the middle between the two of them. • A bad cop may tell you he will sell you an iPhone 6 for 8000RMB and will not take any other price. • The good cop will apologize and offer the phone for about 4000RMB. • The price they really want will be around 6000RMB.
Friends • Will try to be your friend. • Often make promises, changing the negotiation for their benefit. • Will say ‘I’m sorry’ if they can’t agree with you, but offer an alternative (not equal): • While shopping for a new iPhone 6, they will not change their price for you. • But, they may try to sell you a different phone (maybe an iPhone 5) for a lower price. • Or they may promise to give you a free product or type of service if you pay their price for the iPhone 6.
Haggling • Haggling is negotiating a price when shopping. • Sometimes it’s okay to try to get a better price for things you go shopping for. • Haggling is not always okay. At department stores (like Carrefour or Wal-mart) or brand shops (like Apple store or clothing brands), anyplace where prices are posted usually do not allow haggling. • Very common at local markets, either for produce (fruits and vegetables) or open clothing markets. • Rules of negotiating still apply!
Haggling Role-Play • In pairs, one speak as a shop owner and the other as the customer. • Customer has 10,000RMB to buy a new computer; the shop owner knows the average price of the computer is 7,000RMB but wants to make as much money as possible. • Choose a kind of negotiator to speak as: • Importunist • Friend • Bully • Good cop or Bad cop • Practice negotiating and then change roles and try speaking as a different kind of negotiator.
Negotiating in Business • Think about the job you might do one day. • Will you have to negotiating business deals? • Do you know any rules or standards to making business deals here in China? • How do you think negotiating with someone from another country might be different than if you are negotiating with someone from China? • How do you think cultural misunderstanding could be bad for a business negotiation?
Survival Negotiations • We are on a boat trip in the Pacific Ocean when our ship crashes into a deserted island. • Life boats will help us escape onto the island, but there is only enough room on each boat for each group to carry 12 items. • With your group, think of 12 things you would need to survive on a deserted island. • After your group has a list of 12 items, your team will receive 12 item cards of the things you could actually find on the boat. • Compare the cards of things you have to the list of things you want to have. • Each group will have to negotiate with other groups to try to get as many of the item cards they want.
