ࡱ> 9;8'` R*6bjbj2:Pl l l l x *  $hN   Gp p p   p p p p @{(Kl t p ]0p mV mp p m  p `    Chatper 17 Negotiations Staff Who to Bring $RbXTv[{ ... All right. Lily,we've been getting a good product and excellent service from our regular supplier. Why should we buy from you? .... ([݋3-10) For Your InformatioǹofN~ The reason you go to a negotiation is because you're unwilling to accept the price asked, and you believe it's possible to do better. That means you're there to win. Never go to a negotiation before you learn everything you can about who you're dealing with. Only then will you know who to bring. 8^$R/fV:N`O N?aacS[evNm N(u:W0FO$RvS_op `O1\ُ̑vOo`0 That's about as bad as it can get. If you choose the smart defense, you should bring the right people. You're going to need a world of information at your fingertips, but you're also going to have to pay to get and keep them. If the meeting is across town, then the expenses are no big deal. N`^ NOkُ*Nf|0Yg`O bjfvelT^[e `O^&^S_vNNwS0`OOYsSeOo` FO&^ُNNNwS/fv0Yg$RO(W TN*NW^ HN91\ NO_'Y0 If it's across the ocean, then you want to get the best bang for your buck. You need the most information you can get crammed into the fewest people possible. True, these are give away chips the other side doesn't expectVdx LF$$%()L...///\115&6(6*6 h'h'Uh'h'CJOJaJh'h'CJOJQJaJ$fnl v  3NH$%()L./\115(6gd'*6 to win, but that's not the point. You're being tested, and how well you do will determine how they treat you, later on. FO$ROo mǏwm `O1\_{nx[ NSv SN0Rg'YRHe0`O&^vNpe|{ FODetS_Y0vnx `OONNZCf(uvy{x [ebg NOO FOُ N/f͑p0͑p/f[eOՋc`O `Ov^[e_YUO \Q[NNKNT[_`Ove_0 If you stand your ground in the meeting, you'll greatly increase their opinion of you, and they'll be less likely to try to trick you. If you check with your office for answers to most questions, they won't respect you or the company that sent you. If you show up with the answers, in yourself or a team of experts ready to answer demand with solid information, they'll respect you and your company. Yg`O(WO-NZW[z:W [eORm[`OvpSa NNk NO`T`Osb0Yg`O'YRvTlQS:yMbVT{ [e1\ NO \͑`Ob`OvlQS0SKN`OcO[eT{Hh `Ob`O@b&^vNNNX SN^N[ecQv v^~N~De NN1\O \͑`OT`OvlQS0 If you're attending a sales meeting, it doesn't matter which side of the deal you're on. You'll need the background information on both companies and the product. You'll need to know about other products, their reliability, availability and price. Also, you need to have reasons for why you're dealing with them, and not the others. Remember, it doesn't have to be true, just believable. If you're selling them a product, the most important information you'll need is a comprehensive market study for the ware they sell and what they will buy from you. SR.UOe `ONhTNev^ N/f_͑0V:N`O$N[lQSv̀of SbNTDe;`OwSvQN{|mNKb0b^NHQc>mN\~#6eƖDe QNNTc[NhbJT NhwS@b gv~DeT Qt$R:W0 Showing up with a team of people is mostly an intimidation tactic. It's unnecessary, unless your intention is to impress or intimidate the other side. The team method is usually reserved for union contracts and political negotiations. For a sales meeting, two or three people are more than enough. The steamroller from a high power team in ineffective against a well-prepared, confident, man or woman. &^N~NXTSR$RO 8^/fT[eeSvV{0d^`O1\/fT,U[e NNpSam;R &TRُ/fl g_v0\~$R8^Yu0R]OT~ b?el$ReMb(u0[.UOeg $N N*NN1\~~ gYON0`bؚ6\~vXR egSPN*NQYhThQ0 gOv7uXbsYX ُyZPlv^ NOOYHe0 (6*60182P. A!"#$%S N@N cke $1$a$$CJKHPJ_HaJmH nHsH tH$A@$ ؞k=W[SOBi@B nfh