Negotiation skill - continued 林伟贤的谈判技巧课程- Part 3

第十讲: 优势谈判员的特质

1 to know the want and need of the clients and opponent;

2 your strength- attitude, know well the quality of products, services, sincerity

3 to accept any unexpected happenings and be adjustable

Types of negotiators:

1 Dynamic: want to have results, problem solving,have to get interest directly from the process

strategy: no hurry until last minute of the closing

2 organised type: decision needed to be approved by upper level, so their skill to persuade upper is crucial

Strategy: need more patience and info

3 competitive type: want to win lots, need to say NO to them

BUYER'S TYPES -

1.  1 survival type, security type (basic need to be satisfied first)

 2  self esteemed type,respected type

•  3 sociable type

4  achievement type
                                             
Examples: change office locations - to satisfy own need and solve staff's problems and meet their wnats - win -win principle