James offers Zabel a measly $2 per share. “Under these conditions”, starts off James, “… [James and co] are prepared to risk $2 a share”.
“2 bucks?”, questions Zabel, breaking out in a nervous laughter shocked by the ridiculously low offer. “You're out of your mind. The stock was trading at 79 a month ago. Our building alone is worth more than 2 bucks a share. My board will never accept this. There is no way I'm going to sell for 2 bucks a share.”
The government representative steps in to back up James, telling Zabel that the government could never justify a high price for his firm and that he has no other option. If he doesn’t sell then he faces bankruptcy.
But Zabel remains unmoved. “I'll take my chances in bankruptcy court before I sell to that barracuda” angrily responds Zabel.
A blanket of silence falls over the room. It looks like the deal is off. Neither party is willing to pay the price the other is wanting.
The Defining Moment
Realising that the negotiation has reached stalemate, James decides to do something completely unexpected. While he really wants to buy Zabel’s firm and knows he is getting a great deal, he decides to walk away.
“Then we have nothing more to talk about” says James as he gets up out of his chair and turns to walk away.
But just as James reaches the door, Zabel calls out "6". It’s a counter offer.
“3 and that's it” responds James.
“5”
“3”
“Alright, we'll call it an even 4. So we don't look so god damn pathetic.”
James pauses for a moment, looks at his colleague for confirmation, who nods back at him in agreement, before taking a step forward. “3, and not a dime more,” says James and locks in the deal.
There are two key negotiation techniques used in the scene above.
Negotiation Technique 1: Use Anchoring and Adjustment
James started at $2 and Zabel started at $6. In what is called Anchoring and Adjustment (see Those Clever People at Wikipedia and a little phenomenon called anchoring) initial values, regardless of how extreme, have a strong affect on final values. In this case, James used a $2 anchor, not because he thought he would get it for such a low price but because he knew it would get Zabel to start thinking low values. To counter that effect, Zabel used a $6 counter anchor to get James to start thinking higher values.
If you are selling, start by asking a high price. If you are buying, start with a low price. The technique will subtly but strongly influence the figure the other party has in their mind, therefore allowing you to get the best price.
Despite the effectiveness of the technique, however, many people will not feel comfortable asking for an excessively high or low figure because they don't want to appear unreasonable. That is, they don’t want to risk the Zabellian response, ‘are you out of your mind?’
For those people, negotiation technique two provides for a more comfortable approach.
Negotiation Technique 2: Walk Away
Who wins in a negotiation? The one who is willing to walk away.
Guess what? Be willing to walk away. Even if you are willing to pay the asking price, pretend like you can walk away. This technique is especially useful for people who don’t see themselves as hard line negotiators.
Why? Because you do not have to haggle, you do not have to offer unreasonable figures, and you do not have to have a big mouth to use this technique. All it requires is that you risk not making the purchase on that very day, which, for most purchases worth negotiating for, is worth risking for.
Here’s How You Do It:
Next time you are negotiating with a business supplier, nicely tell the person:
“Thanks for your help but the price you’re offering is beyond my budget” (or whatever reason you want to give).
“But I’ll tell you what I’ll do. I’ll leave you my name and number and if you can do me a better deal, then give me a call and we can take it from there."
Now if that is the best price the salesperson can do then you probably will not get a phone call, in which case you can just go back the next day or so and buy the product. But if they can do you a better deal then they will call you. After all, you have already proved to them that you are not willing to pay their asking price.
What is more, 9 times out of 10 you will not even have to come back. If the salesperson is able to do a better deal, they will usually offer it to you on the spot. It will probably be along the lines of, “alright let me try asking my manager again and see if we can do you a better deal”.
Having been on both sides of the negotiation table (as a salesperson and as a buyer), I have seen this technique work over and over for all deals great and small. It is not only one of the most powerful negotiation techniques, but also one of the easiest and comfortable to use, which makes it all the more useful in securing yourself the best deal.
"Ole as Methusalem" and "EBT Card Awards" are just a few of the priceless nuggets my second favorite philosopher next to Megan Fox spat out of her finger tips in an eloquent blog post on her personal A to Zs. While Beyonce and Chris Brown sip purified beluga whale urine out of black diamond goblets on their flying Maybachs, Khia did the real work by renting out a computer at Kinko's for 2 hours to read all of them their rights! Beyonce's handlers better have a chalk eraser handy to wipe off the outline around her, because Khia pretty much destroyed her (not really).
The best of are below and I really hope to see Khia's version of the ABCs in an upcoming episode of Sesame Street. You haven't really heard the phrase "turned to the side ass pussy" until you've heard it from Elmo.
Letter A- Amber Rose: Imma show this bitch a little love cuz she from Philly bald headed and all….She cute!!!! I aint gone judge the hoe because we all know she been on a strippa pole since she was 5 years old, suckin clits since 12, and decided to TRICK and SUCK every nigga in the game and wanna be a model at 35…… Get Money Biiiiiitch!!!!! But I am gone roast at the fact that she leaked photos on the internet of that MILE loooooong, 18wheeler, turned to the SIDE ass pussy, with her DUMB ass and lost ALL of the MONEY! It didn’t work for KATRINA HARBOR and it’s NOT gonework for YOU!!!!! Someone stole your computer, someone stole her phone……Heard it all before!!!! Chile boooo…Stick to what ya know
Trickin, Strippen and Suckin dick and pussy lips…..Get Money Biiiiiitch!!!!!Letter B- Beyonce: Fuck this hoe………Can Kelly Rowland make a little bit of MONEY???? We all seen Kelly on the EBT card awards shut that shit down and here you come making Jay Z call in all of his favors to put you on the TV screen with that TIRED, THROUGH and DELAYED performance. We ALL could have passed on that! Imma a fan, true enough but we really sick of looking at you! Give Solange a chance or give your husband Jay Z some children cuz he getting ole as Methasulem and his time is running OUT!! Who runs the world? Girls…..Girls!
Letter C- Chris Brown: Oooooooooooo Hoooooooney…… How many records you sold????Cuz the sissy’s and punks all around the world saw ALLLLLLLL your bizness With your “Who told Harpo to beat me,” Blonde hair, Dick down to ya knees….. Redirect your anger please!! Looks like another Dennis Rodman to me….. I aint the one to gossip so you aint heard it from me!
Letter K-Katrina Laverne Taylor and Kimberly Denise Jones: I done let Lil Kim have it on my single “Fix Your Face,” available on I-tunes, so we gone dedicate the letter K to Katrina Harbor, who done gave all
these niggas and bull daggers HIV, Lupus and Grave’s Disease loosing hair and weight, with eyes and thyroids bulging out of the socket! Katrina Harbor has been killing niggas and bull-daggers for a whole decade…… When is yall niggas gone tell the truth? The hood already knows dis…..Easy E aint the only one who went out with a BANG… So glad I didn’t Juuuuuump on that dirty Diiiiiiiiiiick!!!!!!!
Besides, I have already let the world know on the “Hit Er Up” diss that Katrina Harbor’s DURTY, ROTTEN and CORODED ass can’t have no babies…..Weezy aint been the same since he left your ass!!!! Aint no need to tweet about you NOT being PREG! When you don’t take your meds you shrink like a prune and when you do, you big as 2 Burger Kings!!!! Keep it real hoe!!!!!
I hear CVS has a new Minute Clinic but the problems you have with your PUSSIE pussy, you gotta go to the free CLINIC for that!!!!! Bobble Head Biiiiiiiitch!!!!!
Letter Z-Kim Zolciak: Kim you finally dropped Big Poppa like a bad habit because he couldn’t keep the rent and lights on at Shannon Mall in Union City! We all knew that you’s a gold digging, money hungary ass whore with no talent! Kandi wrote you a national hit and you couldn’t even perform it live because you were too busy trying to keep that synthetic wig in place that Derrick been sewing and stitching for years.Its funny how Kandi can write everybody else a hit…Opps, well enough of that back to the subject at hand..You finally struck gold with that young and tender football player after knowing him for only 90 days, you hit a home run with his first born son!!! Get Money Bitch………
Toss every poetry book in the library and replace them with a copy of this! I wish my life was like an episode of Herman's Head and I wish Khia was one of my emotions. Click here to read even more musings from the Shakespeare of Philadelphia.
via Crunk + Disorderly
reputation management systems
<b>News</b> In Brief: Life - Science <b>News</b>
Flowery advertising, tempting toilets for shrews, bat beacons and more in this week's news.
<b>News</b> In Brief: Life - Science <b>News</b>CBS <b>News</b> Chief: 'We Did Lose Some Viewers' During Katie Couric <b>...</b>
Jeff Fager sees a brighter future ahead with Scott Pelley as anchor.
CBS <b>News</b> Chief: 'We Did Lose Some Viewers' During Katie Couric <b>...</b><b>News</b> In Brief: Atom & Cosmos - Science <b>News</b>
Trojan asteroids, black hole interactions and a gargantuan watering hole in this week's news.
<b>News</b> In Brief: Atom & Cosmos - Science <b>News</b>
No comments:
Post a Comment