Strategies and Tactics How to Reach a Deal

Introduction  Positional Tactics  Offensive Tactics  Defensive Tactics  Concession Tactics

Positional Tactics  Information  Time  Power –Power of Demand –Power of Authority –Power of Investment –Power of Reward or Punishment –Power of Association

Offensive Tactics  What-if Scenarios  The Throw In  Help Me  Well, I don’t know  Use Leading Questions  Issue a “Veiled” Threat  Divide and Conquer  Ultimatum

What-if Scenarios  For buyers: –What if I buy in larger quantities? –What if I pay the freight? –What if I run the advertisement every week? Can I get it for less?  For sellers: –What if I deliver it today? –What if I let you pay in installments? –What if I give you a discount on your next order?

The Throw In  With an order of this size, how about throwing in an extra unit for free?  If I have to pay you $ per square meter, and sign for 5 years, how about throwing in the remodeling of the offices and carpet?  If I pay you in full today, would you throw in free shipping?

Help Me  I have a real problem and I need your help.  You'll have to help me on this one.  Help me, I didn't realize the new WTO tariff regulations took effect this week!

Well, I don’t know  Well, I don't know… that seems like a lot of money.  Well, I don't know... I needed it sooner.  Well, I don't know... we're still far apart in our ideas.

Other Offensive Tactics  Use Leading Questions  Issue a “Veiled” Threat  Divide and Conquer  Ultimatum

Defensive Tactics  Become Emotional  Remain Silent  Laugh  Walk out  Learn to Flinch  Make Tiny Concessions

Concession Tactics  Plan possible concessions beforehand  Promote willingness to make concessions  Make the concessions small and incremental  Use quid pro quo  Know how to separate pakage claims

Conclusion  Establish trust, be sincere and friendly.  Be relaxed and unpressured.  Find a way to meet the other party’s needs.  Use his ideas, words, and situations to convey your plan.  Listen to what he is saying to you with his whole body, not just his words.  Show him you care about his position.

Bibliography  Capela, John J. and Stephen W. Hartman. Dictionary of International Business Terms. Second. Barron's Educational Series. New York: Barron's Educational Series, Inc.,  Dawson, Roger. Secrets of Power Negotiation: Inside Secrets from a Master Negotiator. Franklin Lakes, NJ: Career Press,  Fisher, Roger, William Ury, and Bruce Patton. Getting to Yes: Negotiating Agreement without Giving In. New York: Penguin Books,  Hindle, Tim. Negotiating Skills. Essential Managers. Bolton, Ontario, Canada: Fenn Publishing Company,  Leritz, Len. No-fault Negotiating: How to Make Deals So Both Sides Win. New York: Harper Collins,  Shell, G. Richard. Bargaining for Advanage: Negotiation Strategies for Reasonable People. New York: Penguin Books,  kr.htm