Verhandeln

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Successful negotiating
Souverän verhandeln

Even the most experienced business people often shy away from negotiating, seeing it as a stressful and frustrating exercise in winning against a competitor. They prefer to leave the haggling to those who don't avoid it, those who have shown that they are happy to sit down with the "other side" and gain whatever it is they set out to win.

However, negotiating becomes less stressful and frustrating if you keep a few key points in mind:

1. The negotiator who feels free to walk away from the table is usually the one who garners the most benefits by the end of the negotiation.
2. A "win/win" situation is going to help both parties; trying to score as many points as possible might lead to a few Euros off the price, but will not ensure best service or loyalty in the future.
3. Despite the first two points, strong-arm tactics are sometimes called for!

Getting a better price

Price negotiating is a sensitive and often complicated part of a deal, and it helps to feel secure in the language you are using in such a negotiation.

You may wish to keep a few sweeteners in reserve in order to win concessions that are important to you - barter and haggle carefully with them!

• Well, if you can see your way to supplying us with the coated wood-free paper reels at € 670 a reel, we could agree to take at least 6 reels a month for the next 12 months.

Note the use of "can" and "could" in the previous sentence: "if you can ..." indicates that this is a realistic idea, while "we could ..." cleverly signifies that this is unrealistic or a difficult task, implying that your negotiating partner has the easy part and you have the tricky task.

• I realize that you need to have a loyalty commitment from us in order to give us the 10 % discount, but if we take 25 pieces now and confirm our order for next year within, say, a week of receiving the pieces, that should suffice, shouldn't it?
• Can you beat the price your competitor offered us?

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