10 Rules Of Negotiation: Name the Rule with the description given. We have 2 ears, 2 eyes and 1 mouth, so we should use them in proportion. Ears and eyes 80% of the time and a mouth 20% of a time. Because if you speak less it is harder to break the rules.
Don’t split the product into smaller parts. Because they may start choosing what they want to buy. Sell a total offer. You give them the total price and tell what it is.
No matter how friendly you are. Never tell them how far you could have been pushed. That is dangerous, because you change a win-win situation into lose-win.
Sell to the problem. They make a decision based if they are willing to pay x amount of money for that solution.
If you can avoid it. Other person puts their stake on the ground. It may be better then you expected. You reveal to much about yourself or you may lose the deal after all.
Because, if he is good negotiator, then he has something good behind. If he is not a professional, then he has is negotiating with himself already and has something better coming. So there is always a better offer coming. Not always in money, but a better offer.
Make sure in negotiation if they want something from you get something in return. It may be also a information. Make sure they work for it.
1) Today’s offer is a starting point. Free gift: a 10% discount. But the next time they already start with 10% deal.
2) Next time they want discount as well. So they take additional 10%
Everyone walks away from a deal thinking could/should I have done better. So you need to ask 3 questions:
1) If I am about to make extra 10 days credit – What does it actually cost me?
2) What is it worth for other guy?
3) So if I know what does it cost me and how for him – how much I get? Ex. If I offer a solution that cost me 10 dollars, then I should get back something from him what is worth 10 dollars.
We all have tendency to lose a bit of a confidence. Ex: what is the other guy thinking? What price do I ask? Set a figure you want and stick do it, before the negotiation. Works at both cases: buying or selling
People have time scale. You recognize when they start to speed up. Don’t look it as closing deal. They want your stake out, so that they get an advantage. Get back, find out the value for them and offer equal cost for it.

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