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Negotiation with Customer

Negotiating Scenarios game

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You have asked for a negotiating meeting with the potential customer. They are clear at the outset that whilst they are happy to negotiate, they don't have any concessions they can make. Do you:

  • A 4 Not bother negotiating with them, if this is genuinely the case

    ANSWER COMMENTARY
    It takes two parties to negotiate. If one of them is saying they don’t want to negotiate, then one of the key ingredients is missing. In this case, if the other side genuinely has no concessions to make, then there’s not going to be much of a negotiation. So, (a) would be the right response.

    You could waste a lot of time by making (b) your answer, if it turns out they really don’t have anything to give. Answer (c) is not going to help you – as they may just accept your concession and sit there with their arms folded, not offering anything. If they are genuinely stuck, then answer (d) is not going to make them give concessions either.
  • B 1 Assume it's just a tactic to put you off

    ANSWER COMMENTARY
    It takes two parties to negotiate. If one of them is saying they don’t want to negotiate, then one of the key ingredients is missing. In this case, if the other side genuinely has no concessions to make, then there’s not going to be much of a negotiation. So, (a) would be the right response.

    You could waste a lot of time by making (b) your answer, if it turns out they really don’t have anything to give. Answer (c) is not going to help you – as they may just accept your concession and sit there with their arms folded, not offering anything. If they are genuinely stuck, then answer (d) is not going to make them give concessions either.
  • C 1 Make a concession to encourage them to reciprocate

    ANSWER COMMENTARY
    It takes two parties to negotiate. If one of them is saying they don’t want to negotiate, then one of the key ingredients is missing. In this case, if the other side genuinely has no concessions to make, then there’s not going to be much of a negotiation. So, (a) would be the right response.

    You could waste a lot of time by making (b) your answer, if it turns out they really don’t have anything to give. Answer (c) is not going to help you – as they may just accept your concession and sit there with their arms folded, not offering anything. If they are genuinely stuck, then answer (d) is not going to make them give concessions either.
  • D 2 Paint a picture of how much could be achieved together if only both of you were prepared to negotiate

    ANSWER COMMENTARY
    It takes two parties to negotiate. If one of them is saying they don’t want to negotiate, then one of the key ingredients is missing. In this case, if the other side genuinely has no concessions to make, then there’s not going to be much of a negotiation. So, (a) would be the right response.

    You could waste a lot of time by making (b) your answer, if it turns out they really don’t have anything to give. Answer (c) is not going to help you – as they may just accept your concession and sit there with their arms folded, not offering anything. If they are genuinely stuck, then answer (d) is not going to make them give concessions either.
It takes two parties to negotiate. If one of them is saying they don’t want to negotiate, then one of the key ingredients is missing. In this case, if the other side genuinely has no concessions to make, then there’s not going to be much of a negotiation. So, (a) would be the right response.

You could waste a lot of time by making (b) your answer, if it turns out they really don’t have anything to give. Answer (c) is not going to help you – as they may just accept your concession and sit there with their arms folded, not offering anything. If they are genuinely stuck, then answer (d) is not going to make them give concessions either.

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