Powerful Negotiations Training: Negotiation - Understanding Movement, Concessions And Bargaining

Powerful Negotiations Training Negotiation - Understanding Movement, Concessions And Bargaining

Asking questions and listening effectively are important skills both in selling and negotiating. The first phase of negotiations training involves both parties agreeing the background to the negotiation and fishing for the opening demand or offer.

It is often better to present the opening demand or offer in terms of a hypothetical question, as this allows the negotiator to retreat to his initial position if necessary.

The opening offer will probably be at or just about the level of the negotiator's maximum negotiations training giving him room to maneuver, but not so high that the offer lacks credibility. Do not attempt to win at this stage, but hold sufficient back so that you are able to move, if necessary, at a later stage. This is a difficult period in the negotiation process and a professional negotiator will often use silence or other pressure techniques to solicit information from the other party.

Further Movement and Concessions:

During negotiations, it can be in the negotiations training of each side to keep asking questions and raising objections. Many excellent negotiators are low reactors who will proceed very slowly. However, given that the opening position of each party differs, then there has to be movement and concessions if a deal is to be struck.

Negotiators will tend, at first, to discuss extra negotiations training, trying to get the other side to agree to these without offering anything in return. They will be reluctant to give information or will defer decisions in order to increase the pressure on the other person.

When negotiations training does come, it will often be on the basis of a quotation based on the minimum quantity at the lowest possible price. In all this, the negotiator is attempting to dominate the interview, pressing for maximum advantage, and trying to force the other person to concede on a major issue.

The skilled negotiator will ask the other side for a complete list of all his, or her requirements, and will not concede on a single issue until he knows the nature of the whole negotiations training. He will then begin to trade concessions, starting with the smaller, less important aspects of the package.

Negotiators should avoid making one-sided concessions which will severely weaken their final position and could affect the overall negotiations training of the deal.

When movement comes, it begins slowly, and then can be very rapid as both parties sense a deal is in the cards. Movement does tend to be discontinuous with one party moving and the other holding up the agreement at any one time. This leads to short periods of deadlock, which can be brought to an end in different ways.

And Finally - Bargaining:

When it comes to bargaining try to get the other side’s negotiations training to commit themselves first. For example:

Scenario 1.

Buyer: "I'm willing to reach some sort of deal, but I want a 10% discount".

Salesperson: "Okay, I'll agree a 10% discount, but we'll have to look at a longer-term agreement".

Buyer: "Well, thanks for the 10% but the 1 year negotiations training we have already agreed will have to stand".

Scenario 2.

Buyer: "I'm willing to reach some sort of deal, but I want a 10% discount".

Salesperson: "Okay, we may be able to look at our discount structure, but to do that we'll need to agree a 2 year contract".

Buyer: "Okay, well 2 years may be possible, but can we go to the full 10%?"

In the first scenario an offer of 10% was made, but what was asked for was vague. Responding to a specific negotiations training like this we need to be vague, but positive: "Okay, we may be able to look at our discount structure and our counter demand needs to be specific. "But to do that we'll need to agree a 2 year contract."

Remember, when you bargain, offer vague, ask specific.