Learning to negotiate

When you negotiate, you talk in order to reach an

agreement which is to the mutual advantage (win-win).
There are different kinds of negotiation
Negotiate a promotion
Negotiate job benefits
Negotiate a sale or purchase, etc.
Practice
1. Choose any object that you have and try
to sell it.
2. You want a promotion in your
companuand a raise. Talk to your boss.
 Preparing to negotiate!
At the beginning of a negotiation, follow this steps

1. Meet and greet representatives of the other companies and

introduce your colleagues.
2. Offer coffee and small talk. Try to create a relaxed atmosphere
3. Go to the meeting room and suggesr to get down to business.
4. Have a clear agenda and a timetable.
5. Give the background to the negotiations. Talking about the situation.
6. Kick off the negotiation (what you need). Your proposal.
7. Listen to the counter-proposal.
8. Make a deal!
 Dialogue
Ana Gomez: Good morning. How you doing? And welcome to TEX Company.
Silvia Perez: Pretty good thanks. Let me introduce you to Daniel Castro. He is the sales representative of our company.
He works for the Purchasing and Sales Department.
Ana Gomez: It's a pleasure to meet you Mr. Castro. Would you like some coffee?
Daniel Castro: Not thanks.
Ana Gomez: How was your trip?
Silvia Perez: It was ok. Too much traffic in Alajuela.
Ana Gomez: Yes, sprecially during rush hour.
Silvia Perez: Exactly.
Ana Gomez: So, let's get down to business. Today we need to talk about the terms of the contract.
Diego Castro: Yes, certainly. Our company is looking for the best computers in the market. We want to buy 100
computers. But, the company has limited budget.
Ana Gomez: Well, our proposal is the following: we can offer you the best computer in the market. These computers
have three years of warranty and original license. Each computer will cost $500. We want to know if it is feasible
agreement.
Silvia Perez: We want to invest in the computers, but we figure out that the cost per unit would be around $450. We
want to know if you will offer a discount.
Ana Gomez: Ok, I will ask my boss, and if he thinks the price is reasonable we will make a deal. I will send you the new
quote. The company need to check the profit.
Silvia Perez: That sounds good. Please keep me posted.
Ana Gomez: Sure.