The art of deal designing could be very helpful to make things go your way during a negotiation.

In this part of the Ultimate list of Negotiation Techniques, host Phill Kowalski teaches you exactly that.

We go over several clever negotiation techniques that you can use to design a deal in your favor.

Each technique is explained in depth with scenario examples.

Episode Highlights:

 

• 1- Phil explains how demanding inflation could be a useful tactic in designing a deal in your favor.

• 2- How asking for upgrades even if you don't get the upgrade could be a good idea?

• 3- Making an unrealistic counter offer as an extremely powerful tool in deal design.

• 4- How to use Bundling tactic to improve your position in a negotiation?

• 5- What is a giveaway list? how to incorporate them while making counter offers?

• 6- How no response to any counter offer could motivate the other side to improve their offer.

• 7- Make yourself standout using differentiating tactics.

• 8- Use human nature of being fair to your advantage.

• 9- Dramatizing a certain point ; an extremely powerful tool.

• 10-What to do when you need more time for a negotiation?

• 11-Indicate the interest of the other side using waste of time tactic.

• 12-Use process change tactic to indicate how much the other side wants to do business with you.

 

Key points:

 

• You can use tactics used by suppliers as a buyer

• Aggressive tactics pose high risk but could give high rewards, use them cautiously

• Research shows to use precise statements are more acceptable to the other side

 

Resources Mentioned:

 

• ProcurementZen.com/023

• ProcurementZen.com/ask

• SellMoreIdeas.com