By Steve Reilly

ISBN-10: 1632650487

ISBN-13: 9781632650481

Negotiation is the center floor among capitulation and stonewalling, a back-and-forth among events attempting to succeed in contract. If a cost or different time period is non-negotiable, there's no supply and take, simply “take it or depart it.” you might imagine you're negotiating, but when the opposite aspect isn’t taking part in, you aren’t both.

Regardless of the undefined, state of affairs, or product, the 2 commonest error negotiators make are:

1. they provide flooring too simply, and;

2. they get not anything in return.

When facing difficult consumers it truly is much more vital with the intention to protect your place and discount for reciprocal concessions. Negotiating With difficult Customers offers confirmed tools for containing your flooring opposed to (seemingly) extra robust negotiators. however it is going additional, to ensure that in case you do provide flooring, you get equivalent or greater worth in return.

Using a cooperative, collaborative procedure in a hardball negotiation simply doesn’t paintings. tricky negotiators will play win-win, yet provided that they've got not anything to lose.

Negotiating With difficult Customers will make you a greater salesclerk through making you a greater negotiator...and vice versa.

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Additional info for Negotiating with Tough Customers: Never Take "No!" for a Final Answer and Other Tactics to Win at the Bargaining Table

Sample text

I also presented the Getting to Yes concepts at executive conferences, sales meetings, and corporate retreats. The Negotiating to Yes workshop consists of two days of classroom lectures, role-plays, negotiation situations, and a proprietary negotiation planner. At the time, corporate training departments and sales managers selected the NTY program with the intention of improving the negotiation skills of their people (mostly salespeople) who attended the workshop. The average cost of the workshop was more than $15,000 per session and non-negotiable.

These gaps, sometimes amounting to tens of millions of dollars, needed to be closed in order for the two parties to reach an agreement. Up until this point in my career, both in sales and as a workshop facilitator, I had never been involved in negotiations that meant so much to both parties. This was like cage fighting. And in addition to the huge gaps between both sides’ positions, to make things even more difficult, these high-risk negotiations are almost always conducted in the face of a contract expiration deadline that will leave thousands of people without access to medical care and an insurance company with a potentially fatal hole in its revenue for the next three years.

This may seem contradictory to the previous “rule” until you think about it. This also seems straightforward enough, but is often overlooked as a negotiation tactic. When presented with a Best and Final Offer, always ask for “one more thing” to see if their Final Offer really is final. This is a favorite tactic of tough negotiators. It can be a tricky decision figuring how much you ask for on top of their Final Offer, and perhaps you won’t get it. But even if they don’t give in, at the very least you will keep them off balance.

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Negotiating with Tough Customers: Never Take "No!" for a Final Answer and Other Tactics to Win at the Bargaining Table by Steve Reilly


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