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Scenario: You've reached a verbal agreement, but in negotiating the final terms, the deal gets questioned. "We're not really sure that this is the right thing for us to do at this time."
The best strategy is probe further to see whether there's a real problem or whether you're just being yanked around.
Your best strategy is to call the customer's bluff.
Scenario: You're at the point of signing the contracts,when the prospect demands a steep discount. Example: "My boss says that if don't drop the price 25 percent, the deal is off."
The worst thing at this point is to give the discount, because then you've told the prospect you can't be trusted to offer the best deal.
Scenario: The sales opportunity is proceeding apace when suddenly all the important meetings are pushed way out. "I can't meet next Friday to discuss this; how about next month?"
Your best strategy is to surface some negative consequences of delaying the sale.
SIMILAR ARTICLES & IDEAS:
The most successful negotiators don't entertain dirty tricks in negotiation but instead strive to reach agreements that are satisfactory to both parties.
But if you find yourself on...
Used on negotiators who travel long distances: to start meetings while the negotiator's concentration is impeded due to jet lag or fatigue. Jet lag seriously impairs judgement.
Tip for the negotiator: Travel early and leave time for recuperation before meeting the other party. Where you suspect your hosts like to be hospitable, keep news of your early arrival quiet.
A dirty trick often used against people visiting other cultures.
The approach of "but we always do it this way over here" can be difficult to counter if you're not prepared for it.
Tip for the negotiator: If you suspect this approach in advance, have with you a local expert who knows the customs.
It's important to recognize when tactics are being used in an attempt to best you in a
A way to create less stressful deadlines is to break large projects into smaller tasks. Set a deadline for each task instead of just one final deadline.
Regularly spacing the deadlin...
The Yerkes-Dodson law states that the more mental arousal there is in doing a task, the more efficient a person becomes. After you get to a certain threshold, your performance begins to decrease.
An appropriate quantity of stress should inspire increased productivity.
Difficult tasks require low levels of stress, while easy tasks require high levels of stress to trigger mental arousal.
The next time you set a deadline, try placing a rush deadline for easier tasks and set your deadline far out for more difficult projects.