A WIN-WIN GAME.- Session 3.- The art of effective negotiation.

Daniel: Well Ryan, this is the first of the ten talks you're going to have as a trainee manager in this company. Remember, you can take notes if you like and please feel free to ask questions at any time.

Ryan: Thank you, Daniel. I'm eager to start with my training and I really appreciate the opportunity. There are many things you can't learn at university.

Daniel: I guess so…well today we're going to talk about what we call here the top ten rules for a good negotiation. These are part of the company's code of conduct and you have to stick to them when negotiating even if you don't agree with them at all. I'd like to make sure that's clear enough for you.

Ryan: Crystal clear. No problem.

Daniel: Ok then. I'll start with number 1, which is, 'no price is fixed, everything is negotiable', which is especially connected to our second rule, 'be tough but pleasant'. Negotiations are very long processes so don't be afraid to talk over the price as much as necessary and remember there's no need to be rude or sharp with your potential customer.

The third is 'never accept anyone's first offer' also connected to the fourth, 'don't be afraid to shock with your first offer'. We all know it is important to fix a starting point somewhere but be careful with how far you go.

Ryan: Yes, but offering a low price can be as harmful as offering a high price.

Daniel: That's why the fifth rule is 'don't haggle too much about the price'. For example, you can raise your price during the negotiation because the client is forcing you, however, you can eventually get a successful deal if you manage to get a long-term contract. And the other way round, as our sixth rule says 'it's always easier to get extra goods than a lower price' so, think of the best deal for the company.

In terms of prices remember as well our seventh rule, 'you shouldn't say how much you can spend', that would mean telling your customer about your margins and that's wrong. It usually works using our eighth rule 'when selling pretend not to have total authority'. That will give you some extra time to think how to escape if you feel trapped by the negotiation. And now Ryan, is everything clear? Do you have any questions so far?

Ryan: Yes, one. Am I the one to close the deals or will I be under someone's supervision?

Daniel: You will have full responsibility for your deals but of course, if you want advice from any of us, we'll be happy to help. OK? Well, I'll go on with rule number nine 'don't be the first to make a concession, be the first to make an offer'. It doesn't matter how many quotes you have to put forward, that's part of the negotiation, find ways to face objections to your proposals.

Ryan: OK I'll keep that in mind. And what's the last one?

Daniel: The tenth rule is 'don't complain; try to find something positive in return' Remember that your opponent in the negotiation today might be your customer tomorrow. There's no point in complaining if they finally decide not to close the deal. …And I think that's all…In the next prep talk we'll chat about quotes and contracts. Don't worry; you'll get an appointment by email.