NEGOTIATING DESCRIPTION KEY TERMS IMAGE

TACTICS

Always have an alternative

Before starting a or Plan B, Because of what
negotiation, you must be may happen, you must set
Plan a Strategy very clear about the points the minimum price that you
you want to offer to the would be willing to
other party and set a limit. negotiate and how far you
can go.

It must be checked if this Evaluate whether you will

Reflect on step compensates our lose more in the effort to
Whether it project or company and reach an agreement with
deserves the what is the production cost the other party or not. In the
penalty of carrying out the affirmative case, it would be
negotiate. negotiation. better to look for other
alternatives.
We must know ourselves
and what we are doing, that Identify what the Strengths
Know your is, our project. In this case are and prepare for the
Strengths and everyone has qualities that weaknesses that the
Weaknesses can help in a negotiation, opponent can point you out.
but there are others that
can harm.
Identify who it is, what it
does, what its objectives Investigate as much as
Know the Other are, what its way of possible of the interlocutor
Party Well negotiating, what tactics it to be more prepared and
employs and what its know very well what our
characteristics are for strengths are.
negotiating.

We must select the most

Prepare the We must be imaginative important arguments and
possible and anticipate what the present them firmly, without
answers. other person may ask us. falling into arrogance.
 We must cause the other
party to feel comfortable Empathize with people to
Prepare the and trust us, but mainly provide us with more
possible tasking into account the information and be
answers empathy and the gift of receptive to the
service we provide in the approaches.
face of the situation that
arises.

We should not We must expose all the

Avoid cheating underestimate our arguments in a transparent
and lying opponent, since at first he way and not lie, since it will
may be weak to analyze us. be discovered sooner than
later.

We must identify and

evaluate the Technique of
Silence, which consists in
evaluating a Key Question
for Negotiation that
Employment of We must identify those consists in being silent, but
Psychological techniques that we control looking at it in the Eyes. On
Techniques most effectively. the other hand, it is of great
importance to publicize the
first offer since it gives us a
very large advantage,
being those that establish
the anchor price.
We must bear in mind that
a heated negotiation
We must keep calm when deteriorates the
Know how to our Opponent is aggressive relationship on both sides,
divert attacks when negotiating, and and likewise, being able to
therefore never imitate his reach an agreement will be
behavior. complicated or
unsatisfactory.
We must put ourselves in
the Foot or Position of the
other person using We must always negotiate,
Be nice arguments of interest, with the interest of being
which respond to the only we who win, but we
concern and interests of the must be able to find a valid
opponent in the solution for both parties.
Negotiation.