Lesson - Negotiating Deals

win-win situation

sytuacja, w której każdy wygrywa

zero sum game

gra o sumie zerowej

build rapport with someone

buduj relacje z kimś

probe interests

zainteresowania sondy

make proposals

składać propozycje

make counter proposals

składać kontrpropozycje

reach a compromise

pójść na kompromis

make concessions

robić ustępstwa

reach a stalemate

osiągnąć impas

work out the details

wypracować szczegóły

return to the negotiating table

wróć do stołu negocjacyjnego

The negotiation decoy

add extra false interests to your agenda which you can bargain with, without affecting your real interests

The extreme offer

ask for more or offer less than expected in order to make ‘concessions’ later

Negotiation nibbling

make one last ‘small’ demand once the deal has been done hoping that your opponent will agree in order not to harm the agreement

Good cop bad cop

one member of your team is demanding and inflexible (the bad cop), the other appears to be pleasant and reasonable (the good cop). Your opponent will have to deal with the good cop.

Mention the competition

make references to what your opponent’s competitors are offering in order to gain the concessions that you want

Negotiation limits

state limitations (e.g. money, time), real or imagined, hoping that your opponent will make a concession to meet your limit.

Take it or leave it

appear as if you are ready to break off the negotiations unless your interests are met

Negotiation silence

stop talking during the negotiation in the hope that your opponent will become uncomfortable and want to make a concession in order to break the silence.