tailieunhanh - Successful Negotiations - part 10

Họ rõ ràng là bằng cách sử dụng các mối quan hệ tốt với chính quyền địa phương như là một con chip thương lượng để cố gắng đàm phán các độc quyền để bán sản phẩm của chúng tôi tại thị trường này. Vẫn còn quá sớm trong việc đàm phán để vứt bỏ các chip thương lượng | Successful Negotiations Useful Language BEP 401 - Negotiation Strategy Part 1 Overemphasis on sth. to overemphasize sth. In my opinion there seems to be an overemphasis on price in our discussions. If you ask me we re overemphasizing delivery time - we should be more focused on quality. We have to be careful not to overemphasize minor factors. Bargaining chip Since he was very flexible on warranty period he used this as a bargaining chip to get concessions on delivery time. They are obviously using their good relationships with local government as a bargaining chip to try to negotiate exclusive rights to sell our product in this market. It s too early in the negotiation to throw away bargaining chips - never give something up without getting something in return Tactics and strategy We always have to keep in mind our long-term strategy of building a good relationship. Tactical concerns include discount and delivery using this client to establish a relationship in this new market is more of a strategic concern. It s time to go beyond just thinking about short-term tactics and start considering long-term strategies. BATNA and bottom line To determine our BATNA we have to consider not just the other offers on the table but also potential buyers that we haven t yet talked to. Before you can determine your bottom line you need to put a value on your best alternative. Sometimes your best alternative is to do nothing at all. Several not-so-obvious things go into deciding your BATNA including the timing of the deal - a bird in the hand may be worth two in the bush. Deal sweeteners If we re going to get them to agree to our offer we re going to have to think of some ways to sweeten the deal. Why don t I sweeten the deal a little by increasing our discount by 1 There s a variety of deal sweeteners that we can use to make buying our company more attractive. Concession compromise agreement If there s going to be any agreement it s necessary for one of us to make a concession.