negotiation techniques, strategies and gambits by derek hendrikz
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Copyright © 2014
Derek Hendrikz Consulting
www.derekhendrikz.com
GeneralNegotiat
ion Strategi
es
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Establish Good Report…
Be approachable
Mirror behaviour
Find common ground
Establish the other position
Lead them to your position
Stay positive
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Listen and Think:
Let them make their point before making yours
If necessary, ask for time to think
Give non-verbal signs to show you are listening
Understand their emotion and the content of what they are
saying
Reflect back in order to demonstrate that you understand the
other parties position
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First seek to understand, then to be understood:
Ask questions to ensure that you understand the other sides
issues and position
Seek information to build your case
Explore options that will benefit both sides – be creative!
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Make an Impact:
Draw their attention
Soften any disagreements and put them at ease
Sell your reasons and help them to understand
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Be Diplomatic and Skillful:
Do not irritate and avoid irritable mannerisms
Do not make immediate counter proposals
Do not get drawn into defence/attack spirals
Do not dilute your argument
Explain your behaviour
Test your understanding
Say what you feel and ask what they feel
Summarise the agreementwww.derekhendrikz.com
Assess Offers Objectively:
Match offers against, Ideal, Realistic and Fallback
positions
Check the finality of offers
Keep objectivity by comparing value with price
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Finally Determine:
What is your ideal position?
What is your realistic position?
What is your bottom line (you are
not prepared to go below this)?
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Negotiation
Gambits
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Beginning Negotiation Gambitswww.derekhendrikz.com
Ask for more than you can get.
Never say YES to the first offer.
Flinch (show surprise or shock ) at
proposals.
Avoid confrontational negotiation.
Be the reluctant buyer or reluctant
seller.
Use the VICE technique.
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Middle Negotiation Gambitswww.derekhendrikz.com
Handle the person who has no
authority to decide.
Never offer to split the difference.
Handle impasses (stuck at a certain
point).
Handle stalemates (willing to find a
solution, but not sure how).
Handle deadlocks (refusal to change
positions).
Always ask for a trade-off.
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Ending Negotiation Gambitswww.derekhendrikz.com
Use Good Guy / Bad Guy.
Nibble (getting more after the deal is
made).
Taper concessions (the method of
narrowing down or reducing
concessions).
Use the ‘Withdrawing from the Offer’
Gambit.
Position for easy acceptance.www.derekhendrikz.com
Personal
PowerNegotiati
ons
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Know your strengths!!!
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Know your weaknesses!!!
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Know how to improve!!!
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