By James S. Jetton

ISBN-10: 0791859657

ISBN-13: 9780791859650

This is often the newest quantity within the well known Technical supervisor s Survival courses e-book sequence. keep on with those directions, and you'll find that negotiations are received and misplaced sooner than any dialogue (negotiation) is tried

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Example text

This is only to establish a mindset that if the rules represent the “box,” then you must always think outside the box. This is a trite expression, but is infinitely true of negotiation. Coming up with outside the box ideas is one thing; this does not mean you should use every idea, since you may devise ideas that should not be utilized. If you are the buyer, and someone else is the seller, you need to understand as much as possible about the system. The system is the sum total set of rules for the activity.

For each different subject in the negotiation, review and change 42 your rankings as may be needed for that subject. Design your negotiation strategy around the most important interest category for your opponent; design a secondary strategy around the next most important interest and so on as needed depending upon complexity of the negotiation. Create options your opponent desires. Bargain with authority and succeed at also getting what you want! To show this process in action, we are meeting with a potential customer and during the initial discussion, it seems that “price” is a primary factor since the product is currently sourced in a lower unit labor cost market.

Inconsistent is when even if offered a concession and negotiations are moving the right direction toward your goals, you may frown or remain neutral (to communicate it is not enough). Used properly and at the right time, this can help build momentum. Depending upon the situation, this method is used to motivate your opponent into action, or if they are already moving toward your goals, providing an impetus for greater movement toward your goals. It can also be used if the trend is away from your goals.

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Natural negotiation for engineers and technical professionals by James S. Jetton


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