Inquire: “You mentioned that you found our proposed price to be unacceptable.You’re also concerned about our proposed per-unit price and our willingness to work with you to create an acceptable arrangement. But if I understand correctly, you need me to assure you that we can increase production if large orders come in. Paraphrase: “It sounds as if you’re satisfied with our component overall.Here’s how you might respond using characteristics of negotiation styles incorporating active listening: We think you have a terrific product, but if you’re not going to work with us, we’re prepared to find someone who will.” Frankly, your price per unit is unacceptable. You submit a written sales proposal to the manufacturer.Īt your initial meeting with the buyer’s rep, she asserts: “Your proposal doesn’t give us the assurances we need that you can ramp up production if demand skyrockets. Negotiation example in real life:Suppose you’re a supplier of a state-of-the-art component for a new medical imaging device. Rather, active listening is a dynamic process that can be broken down into three different behaviors: paraphrasing, inquiry, and acknowledgment. Nor does it simply entail saying “I understand” or establishing good eye contact. Three Listening Skills for successful NegotiationsĬontrary to popular belief, active listening doesn’t mean sitting patiently while your counterpart talks. Download our FREE special report, Negotiation Skills: Negotiation Strategies and Negotiation Techniques to Help You Become a Better Negotiator, from the Program on Negotiation at Harvard Law School. Build powerful negotiation skills and become a better dealmaker and leader.
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