어떤 교섭에서 이기기를 위한 3개의 황금률

Osama El Kadi의

교섭 게임에 있는 나의 30 년 내내 및 이 3개의 황금률은 진짜로 게임에 있는 중대한 결과 달성을 위한 사정 무엇다는 것을 모든 수준에 놀고 있는 동안, 나가 깨달았는.

이 규칙은 교섭 게임의 아무 유형나에 multimillion 파운드 거래다는 것을, 적용해, 차 또는 집을 산 - 동일한 규칙은 적용한다.

이 황금률에 관하여 경이롭 것은 미숙한 협상자 깡통 조차, 뿐만 아니라 선수 전면 밤있다 이고 또한 이 3개의 황금률을 사용하여 최고를 이긴다; 그들은 교섭 게임의 ABC이다.

1) 큰 목표
2) 참을성이 있으십시오
3) 작은 양보하십시오

교섭 게임의 3개의 황금률에 대해서 이야기하자.

1) 큰 목표

이것은 포부의 영역이다.

아놀드 Toynbee는 한 번 말했다:

"이다 역설적 그러나 목표를 도달하는 가장 그럴듯한 방법이 저 목표 자체를 아닙니다 조준하기 위한 것인 생활의 그러나 그것 저쪽에 조금 더 야심 있는 목표에 중후하게 진실하고 중요한 원리."

나의 아내 및 나는 골동품 상점을 일전에 방문하고 우리는 새것과 같은 상태에 있던 중대한 보는 Victorian 커피용 탁자를 공상했다.

정가표는 £499이고 나의 아내는 그것을 사기 위하여 죽고 있었다; 점원은 테이블에 그녀의 "부착"를 주의하고 가격에 자연적으로 조금 움직이지 않을 것입니다.

공손하게, 나는 그에게 나가 상황에 의해 아주 당황하게 한다, 그리고 나는 나의 포켓에서 있는 모두, 말했다 £90 파운드와 신용 카드는 없다. The sales man was shocked but appreciated my “openness” with him and said, “you couldn’t make it £200 pounds (notice the concession he made).

I took my wife aside and pretended to ask her if she has any money on her; while of course, she knew what I was doing.

We went back to the salesman and I said that my wife has another £20 on her and offered him all what we have which was £110 in total. To my pleasant surprise he accepted while my wife was pleasantly in shock.

Obviously I can give you hundreds of examples on Aiming big golden rule alone, but I hope you got the point.

Poor negotiators are shy to ask or to aspire for stunning results for fear of failure. Remember you can always ask and the worst that could happen is that you get a NO, but more often than not the other party will want to continue if he saw that you are “genuine” and “polite”.

Try this rule when you buy a new car.

First decide which car, study the price, determine how much you will pay (planning) and then, take the money in cash with you on the last day of the month and show it to the sales man “humbly” explaining that this is all you have for this beautiful car; Just don’t tell him how desperate you are for the car!

Just make sure that what you are paying him is around 30% less than the asking price (to start). I promise you, you will get the car you dreamt off all this time and at a great price.

2) Be Patient

Have you heard of the expression the 11th hour? And “All good things come to those who wait?”

In most negotiations big concessions happen in the last few hours regardless of how long the negotiation has taken.

The more you bring the salesman or the buyer to his deadline without you conceding too much (The next golden rule) the more concessions will be given at the end.

Being patient till the end is what differentiates the boys from the men and the girls from the women.

Top negotiators with no exceptions are patient, they play on the changing circumstances that will favour them in the end. This is one of Nature’s most sacred laws… things will change.

A Chinese proverb may be helpful here “if you wait patiently by the side of the river, the corpse of your enemy will pass you by”.

3) Concede small

You need to negotiate with the Russians one day to understand this golden rule.

The concession pattern tells a “patient” negotiator so much about his opponent’s situation and negotiation style.

The salesman in the antique shop went from £499 to £200 in one go; he reduced the price by 60% in the first go. Is there more concessions to come? You may ask… of course there is.

What about the sales man situation? You could safely assume that the item in question couldn’t have cost him more than third of what he is asking now and that my £90 offer was still making him little profit or he wouldn’t have continued the negotiation.

A reasonable return for him would in this case be 50% and hence my £110 offer was what he would be comfortable with albeit not a great deal for him.
If the sales man said from the outset that he couldn’t go less than £400 which is a reduction of 20% as the first concession, how much you think I could have settled this for?

The answer would be around £190. Why? Going by the “third of the asking price - cost rule” for his industry, the table would have cost him about £130, adding 50% makes around £190 pounds.

Final word about his “opening Gambit”; £499 was his aspiration in the first place and it is important that such a demand should be ignored by the negotiator and hence the initial “politeness” and “humbleness” that one should show to find the true aspiration of the seller.

Osama El-Kadi, Easy Strategy