NEGOTIATION SKILLS UPDATEDPPT培训课件.pptVIP

Throw out lots of options: Now is the time to be creative think out of the books Ask a lot of (open) questions: this buys you time gets you potentially useful intelligence Issue an Ultimatum (BAFO): This is my Best Final Offer take it or leave it. An Ultimatum is effective when your opponent wants the offer more than you do. Invite your Opponent to give their BAFO: Not the best tactic, but sometimes work well Capitulate: You would rather agree on their terms than walk away Walk Away: They may run after you with a better offer or come back at a later date. Agree to Sleep on it: this works w