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začněte se učit
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a situation in which a benefit gained by one side means a loss to the other side
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začněte se učit
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a situation in which both sides benefit
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začněte se učit
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develop an understanding of and ability to communicate with someone
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začněte se učit
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find out the other side’s expectations
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begin the bargaining procedure začněte se učit
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start to negotiate the terms of an agreement
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začněte se učit
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začněte se učit
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začněte se učit
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arrive at a situation which no progress can be made
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začněte se učit
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allow or give up things in order to reach an agreement
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začněte se učit
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arrive at an agreement where both parties reduce their demands in order to agree
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začněte se učit
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discuss all the aspects of the dea
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return to the negotiating table začněte se učit
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re-negotiate an agreement
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začněte se učit
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add extra false interests to your agenda which you can bargain with, without affecting your real interests
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začněte se učit
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ask for more or offer less than expected in order to make ‘concessions’ later
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začněte se učit
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make one last ‘small’ demand once the deal has been done hoping that your opponent will agree in order not to harm the agreement
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začněte se učit
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one member of your team is demanding and inflexible (the bad cop), the other appears to be pleasant and reasonable (the good cop). Your opponent will have to deal with the good cop.
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začněte se učit
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make references to what your opponent’s competitors are offering in order to gain the concessions that you want
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začněte se učit
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state limitations (e.g. money, time), real or imagined, hoping that your opponent will make a concession to meet your limit
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začněte se učit
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appear as if you are ready to break off the negotiations unless your interests are met
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začněte se učit
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stop talking during the negotiation in the hope that your opponent will become uncomfortable and want to make a concession in order to break the silence.
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neutralise: the negotiation decoy začněte se učit
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Probe each interest thoroughly, e.g. by asking how each one helps your opponent.
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neutralise: good cop / bad cop začněte se učit
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Focus your efforts on Mr./Mrs. Nasty and ignore Mr./Mrs. Nice. Alternatively, just ignore the tactic altogether
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neutralise: negotiating nibbling začněte se učit
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Be very clear about what is included and excluded in the deal. Resist the temptation to make this final concession
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neutralise: the extreme offer začněte se učit
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Show your surprise and allow yourself to laugh. Mention other deals you have made to persuade your opponent to adjust his/her expectations.
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neutralise: take it or leave it začněte se učit
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Ignore the threat and continue the negotiation as if you have not heard it
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neutralise: negotiation silence začněte se učit
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Restate your offer. Do not make any suggestions or concessions. In extreme cases, get up and walk out the door in the hope that your opponent will call you back and continue in a reasonable manner.
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neutralise: mention the competition začněte se učit
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Make sure you know what your competitors are offering and be prepared to explain how your product or service differs in terms of value.
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neutralise: negotiation limits začněte se učit
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If you can make this concession, make sure you get something back. Alternatively, focus on how your product or service will save your opponent time or money in the long-term.
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