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Introduction
Introduction
WhatAwaitsYouinthisBook
Weareallfrequentlyfacedwithsituationswhereweneedorwant
tonegotiate.Particularlyinthesalesfield,negotiationdiscussions
ontermsand/orproductpropertiesarepartofeverydaylife,because
manybuyersfundamentallyseekpricereductions.Andthesedays
inretailaswell,theattempttodrivedownthepriceortoreceive
otherbenefits(freeextras)isbecomingmoreandmorecommon.
Often,salespersonnelarenotevenconsciousofhavingentered
intonegotiationdiscussionsandgoontoconductthenegotiations
withoutaclearideaofwhattheiractualobjectivesare.Theytend
tounconsciouslyutilisevariousnegotiationtechniquesandproce-
dures.
Thismightbeadequateforlessimportantnegotiations;butfor
importantbusinessnegotiations,negotiationsforlargesumsof
moneyorinnegotiationswithinternationalpartners,goodplan-
ning,preparationandstrategicprocedureareneeded.
WhatdoesNegotiatingMean?
Tonegotiatemeansattemptingtoreachingagreementwithone
ormorenegotiationpartnersonaparticularmatter(forexample,
acontract).Tonegotiatemeansthatyouand/oryournegotiation
partnersmakecompromisesinordertoreachacommongoal.
Fairnegotiationmeansgivingandtakingwiththecon-
fidenceofreachingaresultthatisacceptableforboth
sides.ThisstrategyisalsocalledtheHwin-win”strategy.
Growth,progressandsuccessarebasedonthewin-winstrategy,
oranagreementthatisbeneficialforbothsides,becauseinthe
longrun,overreachingbyonenegotiationpartnerbringsitsown
disadvantages.
Therefore,alwaysconsidertherelationship’sfuture
whennegotiating.
Byusingthewrongtactics,manipulationoroverreaching,youwill
notachieveanylong-termsuccess.Overtime,youwillweakenyour
ownfeelingsofself-esteemandself-respect.
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