Audio Transcript Auto-generated
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for example, in the wholesaler situation stated earlier, you might
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say we are thinking of starting with a small volume
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in order to assess customer interest in the product and
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then increased volume.
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If it sells well and then listen to the other
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side's response, you can use the same phrases as the
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negotiation continues and then get more specific as you go.
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Stage two.
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Acquiring more information In addition to stating your interest in
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Stage one, you need to have the best possible understanding
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of the other parties interest.
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And in order to get this, you need more information.
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Here are a couple do's and don't to remember in
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this stage, don't ce remember the negotiation focus is on
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establishing a relationship and working out a mutually beneficial results.
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So avoid speaking in ultimatums.
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An ultimatum is a demand with a threat attached, as
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in Give me what I want or I'm walking away.
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Um, ultimatum is by its nature confrontational and indicates that
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you are not open to creative solutions.
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And here are some dues.
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Instead of arguing or making demands when someone states their
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interest, the experienced negotiator recognizes that it's important to ask
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questions in order to work out the details, meaning and
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intent. The type of questions that are most helpful are
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called diagnostic questions or questions that include the five W's
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plus how what, when, where.