危险废物产生单位危险废物管理台账63.ppt

Advanced Negotiating
Media Sales Objectives
What are your sales objectives?
To get results for customers
To develoknowledge about the other side’s business, personal needs, fears, interests, and demands as possible.
Successful negotiating also involves situational strategies -- there is no one-size-fits-all approach.
The best negotiators have explicit guidelines for their conduct at the table regardless of what others may do--the “rules of the game.〞
Discovery = Gathering Information
The most important initial step in selling and negotiating is gathering information -- discovery.
Gather Information: Listen
The vital, fundamental skill in gathering information is listening.
Don’t sell until you listen.
Don’t negotiate until you listen and gather and exchange information.
The Six Foundations of Effective Negotiation
Foundation #1: Your Bargaining Style
Negotiations in all cultures follow a four-step path:
Preparation
Discovery and information exchange
Explicit bargaining
Commitment
We Are All Negotiators
“A negotiation is an interactive communication process that may take place whenever we want something from someone else or another person wants something from us.〞
We Are All Negotiators
All communication interaction occurs in a context of ongoing relationships that are characterized by deeply embedded norms of reciprocity.
The quid pro quo norm
Sets off an automatic trigger.
Triggers and Stereotypes *
The trigger effect
Automatic reactions (turkey, robin)
If we ask someone to do us a favor, we will be more successful if we give a reason…. “Because〞 pulls the trigger.
Stereotypes = shortcuts (“Expensive = good〞)
* Influence: The Psychology of Persuasion, Robert Cialdini, William Morrow, 1993
Reciprocation *
The reciprocation rule says that we should repay, in kind, what another person has provided us.
Whether we want it or not (Hare Krishna)
Give you a flower, book, or candy cane…and…
Pulls the trigger.
Free sample
The rule is overpowering.
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