Negotiation Techniques Pt 5 (Deal Design) - 023
The art of deal designing could be very helpful to make things go your way during a negotiation.
In this part of the Ultimate list of Negotiation Techniques, host Phill Kowalski teaches you exactly that.
We go over several clever negotiation techniques that you can use to design a deal in your favor.
Each technique is explained in depth with scenario examples.
Episode Highlights:
- 1- Phil explains how demanding inflation could be a useful tactic in designing a deal in your favor.
- 2- How asking for upgrades even if you don't get the upgrade could be a good idea?
- 3- Making an unrealistic counter offer as an extremely powerful tool in deal design.
- 4- How to use Bundling tactic to improve your position in a negotiation?
- 5- What is a giveaway list? how to incorporate them while making counter offers?
- 6- How no response to any counter offer could motivate the other side to improve their offer.
- 7- Make yourself standout using differentiating tactics.
- 8- Use human nature of being fair to your advantage.
- 9- Dramatizing a certain point ; an extremely powerful tool.
- 10-What to do when you need more time for a negotiation?
- 11-Indicate the interest of the other side using waste of time tactic.
- 12-Use process change tactic to indicate how much the other side wants to do business with you.
Key points:
- You can use tactics used by suppliers as a buyer
- Aggressive tactics pose high risk but could give high rewards, use them cautiously
- Research shows to use precise statements are more acceptable to the other side
Resources Mentioned:
- ProcurementZen.com/023
- ProcurementZen.com/ask
- SellMoreIdeas.com