The 10 rules of Negotiation
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Transcript of The 10 rules of Negotiation
Do you know your way to your deals?If you have the negotiation skills – and the perseverance – you’ll make it!
Close the deal
Negotiate
Present a proposal
Show the value – Solve the problem
Qualify
$$$
THE 10 Negotiation rules (Original version ;)
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Rules ofNegotiation
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Source: www.negotiation-skills.org
THE 10 Negotiation rules (Easy to read version)
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DON’T NEGOTIATE“Sell to the value, solve the problem, then ask for the money” – No negotiation needed.
Source: www.negotiation-skills.org
NEVER NEGOTIATE WITH YOURSELF“Set your figure and go for it!”
NEVER EVER, EVER, EVER ACCEPTS THE FIRST OFFER“There will always be a better offer!”
NEVER MAKE THE FIRST OFFER – “If you can avoid it!”
LISTEN MORE AND TALK LESS - “Two ears, two eyes and one mouth – The 80/20 rule!”
NEVER GIVE ANYONE A FREE GIFT“Today’s gift is tomorrows starting point!”
WATCH OUT THE SALAMI EFFECT“Don’t show the prices of the elements of your offer!”
AVOID THE ROOKIE’S REGRET – ANSWER THE THREE TRADING QUESTIONSA) What is a concession
going to cost me?B) What is it worth to
the other guy?C) What do I want in
return?
NEVER MAKE A QUICK DEAL
NEVER DISCLOSE TO ANYONE YOUR BOTTOM LINE
THANK YOU
Andreas JaffkeStrategic Advisor
http://es.linkedin.com/in/andreasjaffkestrategicadvisor/