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a situation in which a benefit gained by one side means a loss to the other side
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a situation in which both sides benefit
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开始学习
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develop an understanding of and ability to communicate with someone
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开始学习
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find out the other side’s expectations
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begin the bargaining procedure 开始学习
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start to negotiate the terms of an agreement
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开始学习
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开始学习
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开始学习
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arrive at a situation which no progress can be made
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开始学习
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allow or give up things in order to reach an agreement
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开始学习
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arrive at an agreement where both parties reduce their demands in order to agree
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开始学习
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discuss all the aspects of the dea
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return to the negotiating table 开始学习
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re-negotiate an agreement
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开始学习
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add extra false interests to your agenda which you can bargain with, without affecting your real interests
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开始学习
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ask for more or offer less than expected in order to make ‘concessions’ later
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开始学习
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make one last ‘small’ demand once the deal has been done hoping that your opponent will agree in order not to harm the agreement
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开始学习
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one member of your team is demanding and inflexible (the bad cop), the other appears to be pleasant and reasonable (the good cop). Your opponent will have to deal with the good cop.
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开始学习
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make references to what your opponent’s competitors are offering in order to gain the concessions that you want
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开始学习
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state limitations (e.g. money, time), real or imagined, hoping that your opponent will make a concession to meet your limit
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开始学习
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appear as if you are ready to break off the negotiations unless your interests are met
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开始学习
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stop talking during the negotiation in the hope that your opponent will become uncomfortable and want to make a concession in order to break the silence.
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neutralise: the negotiation decoy 开始学习
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Probe each interest thoroughly, e.g. by asking how each one helps your opponent.
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neutralise: good cop / bad cop 开始学习
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Focus your efforts on Mr./Mrs. Nasty and ignore Mr./Mrs. Nice. Alternatively, just ignore the tactic altogether
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neutralise: negotiating nibbling 开始学习
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Be very clear about what is included and excluded in the deal. Resist the temptation to make this final concession
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neutralise: the extreme offer 开始学习
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Show your surprise and allow yourself to laugh. Mention other deals you have made to persuade your opponent to adjust his/her expectations.
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neutralise: take it or leave it 开始学习
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Ignore the threat and continue the negotiation as if you have not heard it
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neutralise: negotiation silence 开始学习
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Restate your offer. Do not make any suggestions or concessions. In extreme cases, get up and walk out the door in the hope that your opponent will call you back and continue in a reasonable manner.
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neutralise: mention the competition 开始学习
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Make sure you know what your competitors are offering and be prepared to explain how your product or service differs in terms of value.
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neutralise: negotiation limits 开始学习
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If you can make this concession, make sure you get something back. Alternatively, focus on how your product or service will save your opponent time or money in the long-term.
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