Bargain

How do we bridge this very real gap, and move both of our interests towards a positive solution? Unskilled negotiators simply give, and the first place they give is price. It's the easy way out; it removes pressure for the moment but it will always cost you.

The only effective response here is for us to trade or bargain. The dictionary puts it this way: 'To bargain means to make it a condition of an agreement that something should be done.' If the other party wants us to move or concede on some of the terms and conditions, then bargaining by its very nature implies that we must get them to move on some of their terms and conditions. I cannot stress this enough, because every true negotiation goes through this bargaining phase. This is where your preparation pays off. You have thought through beforehand what you are willing to trade and you have thought through beforehand what you will ask them to trade. Every other approach is conceding, not negotiating. This is the pivotal point, this is where you become effective or mediocre. Get this bargaining phase right and you will secure advantage after advantage on every deal you make. Every other approach will without doubt cost you money.



How to Negotiate Effectively
How to Negotiate Effectively (Creating Success)
ISBN: 0749448202
EAN: 2147483647
Year: 2003
Pages: 111
Authors: David Oliver

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