Smart Skills by Anthony Jacks
Author:Anthony Jacks [Jacks, Anthony]
Language: eng
Format: epub
ISBN: 9781908248343
Publisher: Legend Press
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In trading concessions, if you cannot optimise or minimise, silence can imply that you are non-committal.
As an example, imagine: A company buyer is speaking on the telephone to a potential supplier and, with a good quote in front of him, challenging the price without really saying anything clearly, just, “I am still a bit concerned about the price”. The supplier’s reflex is to defend the deal as being good, which it is. He asks if it does not seem reasonable to the buyer, who says nothing at all. Embarrassed, the supplier starts to justify the figures and again ends with a question that is ignored. After three silences which the supplier found awkward, he says: “Would another 5% get the order?” This situation is typical behaviour and so is the outcome – a deal is done! But, from the seller’s perspective, it should not be that easy to get a discount. A silence can be powerful. It can be better than asking questions and is always a hard argument to counter. The need to fill the silence can result in your learning more as thoughts are expressed for no better reason than to fill the gap. If your questions are not coped with well by the other party, it is an easy technique with which to win points. Remember the old saying: “Talk less, learn more” – it can add a powerful technique to your negotiating.
2. Reading between the lines
Negotiation is essentially an adversarial process and both parties want the best for themselves, and the only signs of any approaching traps come via the other person, as do signs of success round the corner. You should watch particularly for danger phrases that often mean something other than they seem to, sometimes even the very opposite. For example:
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It looks like we are about there.” Meaning: “There is something else I want.”
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