Do you know your way to your deals?If you have the negotiation skills – and the perseverance – you’ll make it!

Close the deal

Negotiate

Present a proposal

Show the value – Solve the problem

Qualify

$$$

THE 10 Negotiation rules (Original version ;)

8

7

2

3

6 4

9

Rules ofNegotiation

10

5

1

Source: www.negotiation-skills.org

THE 10 Negotiation rules (Easy to read version)

8

7

2

3

6 4

9

Rules ofNegotiation

10

5

1

DON’T NEGOTIATE“Sell to the value, solve the problem, then ask for the money” – No negotiation needed.

Source: www.negotiation-skills.org

NEVER NEGOTIATE WITH YOURSELF“Set your figure and go for it!”

NEVER EVER, EVER, EVER ACCEPTS THE FIRST OFFER“There will always be a better offer!”

NEVER MAKE THE FIRST OFFER – “If you can avoid it!”

LISTEN MORE AND TALK LESS - “Two ears, two eyes and one mouth – The 80/20 rule!”

NEVER GIVE ANYONE A FREE GIFT“Today’s gift is tomorrows starting point!”

WATCH OUT THE SALAMI EFFECT“Don’t show the prices of the elements of your offer!”

AVOID THE ROOKIE’S REGRET – ANSWER THE THREE TRADING QUESTIONSA) What is a concession

going to cost me?B) What is it worth to

the other guy?C) What do I want in

return?

NEVER MAKE A QUICK DEAL

NEVER DISCLOSE TO ANYONE YOUR BOTTOM LINE

THANK YOU

Andreas JaffkeStrategic Advisor

http://es.linkedin.com/in/andreasjaffkestrategicadvisor/