Let us never negotiate out of fear, but let us

never fear to negotiate.

— JFK, 1961
Negotiating
A GOOD DEAL …
Objective
 To understand the power of negotiations

 To emerge as a winner

 To make Customer feel like a Winner

 Power of Silence in Negotiation

 How to use authorization as a tool for

negotiation
Ground Rules …
 NO CELL PHONES

 Adherence to schedule

 100% Participation

 No Cross Talks
Negotiation is the …

Process whereby

both parties bargain for

individual/collective advantage

to craft outcomes which serve their

mutual interests
Do you really need to negotiate …

But if customer is trying to bargain, then

we need to handle it professionally
Power of Negotiation
Can you really offer customer something extra!!

Every things is pre-decided

Don’t show all your cards (Offer) in the beginning

When does negotiation starts …

After the customer is sold to

the product

Biggest Mistake

Never try to sell the Offer

How to start the negotiation …
 Never Disclose offer in the beginning

 Sell & Negotiate Simultaneously

 Get Something in Return for Your Added

Value

 Be Patient

 Don't Offer Your Bottom Line Early in the

Negotiation
Silence as a Tool
 While going for a kill (Sale – I mean!)
 Whatever you speak act as

 Silence (at required place) acts as

Suggestions !!!
 After giving the prices …
 Give a pause

 If customer is silent
 Don’t keep on talking, he’ll not be listening
 Ask what does he think

 Don't Start a silence contest

 E.g.
 “So Mr. Gupta, when are you planning to ….” With a smile 

 Don’t Give answers to your own questions !!!

Are You Authorized ???
When do you call up your manager
while on the call ???

 Some Extra bargain

 Issue not clear

 Never
Using Authorization to your benefit

 To Negotiate
 Showing that you are offering
something extra
 Make him realize that you are really
batting for him

 To say NO
 When you don’t want to say it yourself
Win Win Situation
 Ideal Situation

 Not liked by the customer

 Wants to be winner (Indian Psychology)
 Takes as bargaining

 Let him feel that !!!

 If customer asks for something, don’t give it

easily
 Will raise his expectations
Always Remember !!!
 Never get into bargaining mode

 Will set a wrong precedence

 Do it professionally

 Too much of it can be HARMFULL

What have you got today …
Thanks …