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There are literally dozens of these different tactics that we discuss in our Value Driven Negotiation Workshop , but the tables below provide a few examples of Collaborative, Neutral and Manipulative Tactics and discusses appropriate Countermeasures.
By learning to identify and name the appropriate tactic, you can begin to take away some of the power of that tactic. This also puts you in a better position to respond appropriately. Tactics can be used for good or evil, much like the force. About Ray Makela. Example Collaborative Tactics: Example Neutral Tactics can be used either to collaborate or manipulate : Example Manipulative Tactics: By learning to identify and name the appropriate tactic, you can begin to take away some of the power of that tactic.
LinkedIn Twitter. Search Blog. Get Email Updates. Sales Training Programs. Sales Management Programs. Sales Resources Library. If your company is small, what is its growth potential? Are you able to be more responsive to the market than a larger company? Knowing where you stand on the negotiation chessboard will help you determine how to land the best deal.
But often we tell ourselves that this deal means everything to us. Our ego is involved, and that weakens our position. You are keeping that space open so when a better opportunity comes along you can snag it. If you force a bad deal to happen, you are stuck. You are no longer able to grab hold of something better. And there is no shortage of business out there. So if you are pinning all your hopes on one deal, you may be killing future business.
We are all protective of our interests and we want to cut the best deal in our favor.
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Engage in active listening and really hear what the other side is saying and asking for. What are the issues that are making them hesitant? Then make sure that you relay your own priorities.
Six Surprising Negotiation Tactics That Get You The Best Deal
Maybe the other side has a different goal or an opposing position. But if you look for it, you can usually find mutual gains both sides will accept. And of course, you should have a clear idea of your own bottom line.
Ask yourself what the endgame is. Can the difference between both parties be split?
The 5 Most Common Negotiation Tactics and How to Counter Them: AMA Research
If both sides are close but a few numbers are hanging up the process, what will it take to shake things loose? It just needs to work for both parties involved. If you can get to that point, you have set the stage for the final handshake. Entrepreneur Media, Inc. In order to understand how people use our site generally, and to create more valuable experiences for you, we may collect data about your use of this site both directly and through our partners.
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