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In negotiation you don’t get what you deserve, you get what
you negotiate !
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Seminar agenda
1-
2-
3-
Objectives for this training session
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Philosophy of Negotiation
Win-Win
• Build trust over time
Efficient
• Focus on agreement areas
Creative
• Be tough on the issue, not
on the people
Positive attitude
• Choose your own style of
Understanding of needs
communication
and motivations
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A method to prepare the negotiation
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Your Negotiation Matrix
Ensure that this matrix becomes part of your preparation for customer negotiations.
1 Coach 1 Observers
Scoring
Agenda system
10 min - Preparation
10 min – Meeting
5 min – Feedback from observer
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Golden Rule #1
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Resisting the other party
Inoculate yourself
1) Develop supporting arguments for
your position only.
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Golden rule # 2
PRICE
REBATES
CONDITIONS
NEEDS
QUALITY
PRODUCTS
SERVICES
Buyer’s goal
to keep the danger away
to become the strongest psychologically
to keep ahead in the score
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Building up a
Value Proposition matrix
Motivation Advantage Proof Benefit
1 Coach 1 Observers
Scoring
Agenda system
10 min - Preparation
10 min – Meeting
5 min – Feedback from observer
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Golden rule # 3
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Why should you secure a Trade-off
first ?
3- opening
"If you (...), then possibly..."
4- counter-offer
"Under those conditions, I can offer..."
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Trade-offs
•Get exclusivity of the orders for the first 24 OR 48 hours
•Have access to the CV’s client database
•Reduce prices for correct ter,s of payment
•Reduce GM vs new business across outher countries
•Exclusivity on 1 site
•Cross selling (LHH, Permanent placement…)
•Different prices vs Volumes
•Provide consulting activity (legal, admin…)
•Extention or reduction of garanties for permanent placement
•Consistancy in service
•Lenght of contract vs smaller prices
•Pre payment for permanent placement
•Training
•Smaller short list vs smaller prices in permanent
•On site
•B to B
•Client brand advantage
•Exploit the direct hiring
•Co supplier introduction 19
•Master vendor
Golden rule # 4
"If you have to go back,
do it in small
and decreasing steps"
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Key points about giving
concessions
I can however
make a proposition…”
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Golden rule # 5
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Pre-closing to lead the customer to
a conclusion
Example:
Initial question:
"Beside this point, do we fully agree on everything else?"
Leading question:
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The 5 Golden Rules Summary
1. You must have the courage to start with a high initial demand
2. When asked for a concession you must defend your offer first
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