Negotiation
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NEGOTIATION. “Let us never negotiate out of fear. But let us never fear to negotiate.” – John F. Kennedy. TYPES OF NEGOTIATION. Distributive “Win – Lose” Soft Hard Integrative “Win-Win”. STYLES OF NEGOTIATION. Accommodating Avoiding Collaborating Competing Compromising.

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Negotiation

NEGOTIATION

“Let us never negotiate out of fear. But let us never fear to negotiate.” – John F. Kennedy


Types of negotiation
TYPES OF NEGOTIATION

  • Distributive “Win – Lose”

    • Soft

    • Hard

  • Integrative “Win-Win”


Styles of negotiation
STYLES OF NEGOTIATION

  • Accommodating

  • Avoiding

  • Collaborating

  • Competing

  • Compromising


Negotiating techniques
NEGOTIATING TECHNIQUES

  • Be Prepared

  • Have an Alternative – Negotiate with Freedom of Choice

  • Only Negotiate When Sale is Conditionally Agreed

  • Let the Other Side Go First

  • Talk With Who Counts

  • Listen

  • Trade Concessions

  • Never Make it Personal – Lose the EGO

  • Be Confident and ASK FOR IT.

  • Be Creative

  • Create a “Win-Win”

  • Don’t Be Afraid to Walk Away


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