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ISQA 454

ISQA 454. On-Line Negotiation Town/Mine Negotiation 45 Keys. What If?. We Double the Quantity? We Change the Contract Duration? We Buy Additional Products As Well? We Make Progress Payments? We Supply Technical Assistance? We Change Warranty Requirements? We Change the Specifications?

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ISQA 454

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  1. ISQA 454 On-Line Negotiation Town/Mine Negotiation 45 Keys

  2. What If? • We Double the Quantity? • We Change the Contract Duration? • We Buy Additional Products As Well? • We Make Progress Payments? • We Supply Technical Assistance? • We Change Warranty Requirements? • We Change the Specifications? • What can WE do to help? • Reduce Costs, Get More Business

  3. After the Negotiation • Operationalizing the Agreement • This is Another Negotiation • What Needs to be Done? • Who’s Going to Do It? • Commitment: What are Next Steps

  4. 45 Negotiation Keys • Everything Is Negotiable (Almost) • If You Don’t Ask, You Don’t Get • Never Say “No”, But Put a Price on “Yes” • The Less You Sweat, The More You Get • Consider the Situational Issues • Have High Aspirations • Know Your Best Alternative • Know Your Walk-away Point

  5. 45 Negotiation Keys (2) • A Negotiation is Like the Point of Contact Between Two Marbles • Quality Is the Best Bargain • Honesty Is the Best Policy • Begin With the End In Mind • It’s All In How You Start • He Who Speaks First Sets The Benchmark • He Who Talks Most Gives Away the Farm • Time and Concessions • Silence

  6. 45 Negotiation Keys (3) • Don’t Bite the Bait • Divorce Margin from Costs • Give Them Options, Let Them Choose • Benefits Sell; Descriptions Don’t Sell • Never Assume: Truth, Intentions • Pay Attention to the Body Language • Watch the Eyes; See if They Listen • You Can’t Persuade Unless You Truly Understand

  7. 45 Negotiation Keys (4) • For Every Communication There is a Reaction • The Way You Present Your Argument May Be More Persuasive Than the Argument Itself • Exchange Information - Don’t Give It Away • Always Say Less Than You Know • Tell Someone Something Interesting - They’ll Try to Top It • Solutions and Good Intentions Get In the Way of Listening • XLVIII – XII

  8. 45 Negotiation Keys (5) • If You Only Negotiate One Thing, It’s Almost Always Price • The More Issues to be Negotiated, The Less Likely the Major Focus Will Be On Price • The Order of Information May Be Priority of Message • So Much Depends on Reputation • Good Intentions Don’t Sanitize Bad Impact • Despise the Free Lunch

  9. 45 Negotiation Keys (6) • Expect the Unexpected • Everyone Should Win • When You Win, Quit Arguing • Write Everything Down • Future Interaction and Agreement • It’s OK to Leave a Little Something on the Table • Moral is What You Feel Good After (Hemingway)

  10. Review

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