■ Negotiate on the whole package: never allow your oppo-
nents to pick you off item by item; keep all the issues open so
as to extract the maximum benefit from potential trade-offs.
Reading the signals
During the bargaining stage you must be sensitive to any signals
made by the other party. Every time they make a conditional
statement it shows that they are prepared to move. Explore the
possibilities with questions. Try to get behind what people say
and understand what they really mean.For example:
What they say What they mean
That’s as far as I can go. I might be able to persuade my boss
to go further.
We don’t usually give more than We’re prepared to give more if you
5 per cent discount. give us something in return.
Let’s think about that point. I’m prepared to negotiate.
I need notice of that question. It’s difficult, but not impossible.
Try again.
It will be very difficult for us to It’s not impossible but we’ll want a
meet that requirement. trade-off.
I shall certainly consider your I am going to accept it but I don’t
offer. want to appear to be too easy a
touch.
This is our standard contract. We’re prepared to negotiate on the
terms.
We’re prepared to offer you £x The price is negotiable.
per 1,000 units.
That’s my final offer. My boss mightgo further if pushed
(or if it is made worth his while).
We couldn’t meet your delivery I will negotiate on delivery or price.
requirements at that price.
240 How to be an Even Better Manager