Sales Negotiations

You have 2$ on the table to share. You have 5 Minutes to negotiate your share with your

partner. There is a prize for the best deal.

Seller lays cards on the table

Buyer lays cards on the table

Compare notes - Agreement

Seller prices highBuyer offers low

Battle - Agreement

Competitive Negotiation

Co-operative Negotiation

Ignores the human need to win.

Can be misunderstood as weakness

Leaves the negotiator open and may lose the advantage.

Co-operative Negotiation

Will often lead to conflict.

Will occasionally lead to brinkmanship.

Results depend on the strength of the negotiator, not the merits of the issues.

Not likely to achieve Win-Win.

Will often result in Lose-Lose.

You are never certain if you achieved the results you could have achieved.

Competitive Negotiation

Abu Dhabi

Zero Sum Game

The Camel StoryWilliam Ury

17 Camels3 Brothers split the CamelsHalf to one, One Third to another and a Ninth to the Third

Buyers Vs:

Sellers

Who wins in a negotiation?

Where does the power come from?

Is there an alternative to Positional Bargaining?

How do I get the opponent to listen to my point of view?

How do I make sure we both get more than we bargained for?

5 Basic Questions

Speak First - Loudest - Longestor

Speak Last - Softest - Shortest

How do I get them to Listen to me?

Prepare Listen intentlyPrompt the speaker

Their point of view Empathize Confirm

Assertive Listening

Benefits = 4, Price = 4, Value = 1Benefits = 6, Price = 4, Value = 1.5Benefits = 8, Price = 5, Value = 1.6

Selling at your Higher price

ValueBenefitsPrice

=

Delivery

Price

Quality

Relationship

Price

Quality

Relationship

Delivery

Price

Quality

Relationship

Delivery

Price

Quality

Relationship

Delivery

Delivery

Price

Quality

Relationship

Delivery

Price

Quality

Relationship

What is the buyer looking for?

What is the seller looking for?

A Good Selling PriceA Large OrderRegular PaymentsReferralsBulk DeliveriesTestimonial lettersEarly Orders

To get more out of the negotiation, bring more to the table

How can both sides get more from the negotiation?

Sales Negotiations