Negotiation philosophy

It can be said that we have been negotiating since birth. We have been negotiating with parents, family and friends since childhood.

When we get options like "etc.", we try to improve the conditions by negotiating better deals. In the West, we even negotiate with ourselves.

Our ancestors negotiated with God at the time of creation and later negotiated with everyone else. We have improved and expanded our negotiation skills, and today they are widely used, not only for lawyers to know and practice. Negotiations are interconnected in a diverse field, and each area requires different negotiation skills, but we can find commonalities between them.

We need to negotiate with terrorists, kidnappers and bank looters, where output can be fatal, and if we succeed, we can save lives.

We negotiated in the store and the market, and no sales is the worst case.

There are slight and radical negotiations. We negotiate the sale and purchase contract, and if so then others will negotiate. It is one of the basic elements of negotiations.

Unilateral ultimatums are also very common, for example: ' these are my terms ',' accept or leave it' and ' it is not negotiable' .

The philosophy of negotiation takes into account the interest of all parties in implementing a mutual agreement.

However, each party sets certain standards, conditions and restrictions that they accept or agree to.

For example, A has some items for sale, and B is interested in buying. Here are a few things:

1. The goods have a fixed price set by A, such as drugs in pharmacies or goods in certain stores. B has no negotiating options; he either agrees to the price and buys the goods, or refuses to pay the asking price and go shopping elsewhere.

2. The goods have a fixed price set by A, but there may be special discounts. Discounts may be required to submit previously published coupons or based on certain conditions, such as store membership or seasonal sales. In this case, the buyer gets a conditional or unconditional price discount, but there is no negotiation option.

3. The fixed price of the goods is set by A. According to the buyer's negotiation skills, the price can satisfy a certain discount. Buyer B may choose to offer a lower price, and A may accept or make an offer until an agreement is reached; otherwise there is no transaction.

We will analyze the general negotiation cases between Seller A and Buyer B.

A's obvious goal is to sell at the highest possible price, while the buyer's opposite goal is to pay the lowest price. Suppose both are willing to enter the negotiation phase to complete the transaction.

We will try to understand the philosophy behind their ideas and strategies to optimize their goals.

The seller knows that he is entering the negotiating field, so a certain acceptable discount rate is embedded in the asking price.

In his view, the seller may set a minimum price that he can accept, below which the price will not be sold.

A set his asking price to $100, but he realized that the opportunity to sell at the selling price was quite awkward. His previous minimum price was $60.

Buyer B may have a similar idea. She knows that there is a certain discount on the asking price and needs to be negotiated. Therefore, she decided not to agree to the asking price of $100. In her opinion, she decided to pay up to $80.

Seller A encourages Buyer B to make an offer. B tries a fishing trip & is only 50 dollars for provocatively.

He heard this ridiculous proposal, A overcame its tendency; he wanted to sell, but would not accept $50, and he responded with a counter-offer of $80.

B is now fascinated because she realizes that the new offer is the price she is willing to pay. Although she can choose to end the negotiations by accepting a new offer, B tries again as an experienced negotiator and proposes to pay $60.

Seller A realizes that they have reached the amount he is willing to accept; he can also choose to terminate the negotiations, but A is also an experienced negotiator, so he will use the "halfway" approach. system. This is a classic method of negotiation, both parties want to close the deal, and everyone thinks that the middle of the two offers is a fair way to complete the deal. The two sides reached an agreement and the negotiations ended with $70.

In this case, both parties are happy that the buyer who has to pay $80 can only get $70 off the price at a lower price than expected, and the seller thinks he is willing to sell it in dollars. 60 actually received more than he expected.

A good and fair deal is that both parties are ultimately satisfied with their decision. Both sides have made the best choice, both of which will make the negotiations fail.

Obviously, this is an ideal situation, with many different endings at closing prices or away from trading.

At the auction, the final price is set by the auctioneer's hammer and it is impossible to negotiate directly. However, the bidding process from the initial price to the hammer drop involves a lot of psychology.

Potential buyers are bidding, or more specifically, competing among them to get the items they want.

Often, they are taken away by their emotions and pay more than they previously paid, even beyond their affordability. The auction hall is the reason for hunting.

The self, usually the male self, is one of the parameters that determine the final price above the market value or the buyer's real needs.

' There is a cheaper item over there, the seller's potential buyer said. The seller asked for $100, and the buyer said: "But there, they only cost $70." The seller replied: "Okay, so buy it there." The buyer said: "But they have sold it. Lost #39; the seller said: "Thank you for your information, so now my price is $120'.

Another version might be: ' Then why don't you buy it there? '. Buyers: Unfortunately they sold their inherited inventory '. Seller: ' Ok, when my inventory is exhausted, I can only sell it for $50.

Pricing is a science with a lot of psychology. When the price is too high, people will not buy it; if the price is too low, it will not only lose the seller's extra profit, but will not be appreciated by the buyer.

Pricing is affected by context and location. In the market, the same item sold in a small store or a boutique in a wealthy community can make a significant difference in price. The price is obviously affected by the uniqueness and rarity of the item.

The rare 19th-century silver and stolen goods produced by Fabergé may be much more expensive than similar items made by another unknown manufacturer elsewhere.

In an open trading market environment, sellers usually do not display or fix prices. Experienced sellers will not label prices if they are willing to negotiate. They even make temporary decisions based on the buyer's image, origin, gender and other factors, and set the initial asking price accordingly.

It is interesting to observe the various negotiation techniques and methods deployed globally.

There is a culture-oriented negotiation, such as in the Middle East, where there is a significant gap between the asking price and the final selling price.

Prices may be affected by the gender of the seller and the buyer, whether he or she is a local or a tourist, or even a look, smell, sound and other factors.

Don't object to yourself

If you set the asking price as a seller, don't start changing it when you see and think the buyer is not interested. If the buyer is really interested, he/she will enter the negotiation arena. In this case, if you lower the initial asking price, you will lose the starting negotiation point. The buyer is required to make the first counter-offer at the first asking price. This is clearly illustrated in the above example.

The more you eager to sell, the less you will succeed.

Don't run after buying, it's cool. In most cases, if he/she is not interested, you cannot convince potential buyers to buy. Trading possibilities on online trading websites such as eBay include: repairs, auctions, quotes or purchases now.

Fix ' The price is "accept or leave it". A fixed price for the indication.

The auction ' auction' option requires a buyer to bid for the starting auction price, which may increase if other bidders are interested in buying; the person with the highest bid wins.

In the "Request for Offer" option, the seller allows the buyer to make an offer. In this case, the seller can accept the offer or make an offer until an agreement is reached.

The Buy Now ' option can be combined with the "Auction". Option, the buyer can bid and compete with other potential bidders, or accept "buy now." The price immediately won.

Conflict management, arbitration, conflict resolution and mediation require negotiating skills. If A and B conflict and A is our customer, then the best recommendation for A is to include third party C in the equation.

This may produce stronger and better results. By introducing C into conflict, we consider future situations and relationships that may develop after the termination of negotiations. It is especially useful when A must continue to have a personal or business relationship with B.

Negotiations are often seen as confrontations. However, effective negotiations are not necessarily confrontational. Setting emotions to radicals and seeking to win means that there must be a loser.

The correct attitude of opposing parties should not be to win confrontation, but to find a solution that both sides agree on.

It is necessary to control our emotions during the negotiation process. ...

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