Friday, May 31, 2013

Trump Style Negotiation: CH12--Get Tough Strategies...and When to Use Them

Get Tough Strategy (GTS)

          GTS is a strategy where you pin down your foot. You make no compromise whatsoever. It works for a lot of times. But you have to use it with caution.

Guidelines for GTS

  1. Set the tone. Let the other side know that we can be tough too.
  2. Don’t talk. Don’t explain. Let the other side guess the motivation of your actions. 
  3. Manage concession properly. Only give away the minor one. Do not back down, because it is the sign of weakness. You cannot allow any weakness when using GTS, or it ain’t gonna work. If the concession is not so critical, you might give in but you will have to express reluctance. For example, you can say ‘I can give you one extra day. But if you delay again, I’m gone.’
  4. Aim high. You will never get better deal than your aim. In fact, the chance is that you will get worse deal than what you aim for. So you should set a goal to be higher than what you really aims for.
  5. Leave as much room as possible. For example, you should set the selling price to be as high as possible. This will leave room for you to negotiate with the other side. But you should not set the price to be too high to scare away potential buyers.
  6. Don’t succumb to the power of simple solution. Simple solutions are for example splitting the difference or calling in an expert. The former one is when the buyer and the seller meet halfway between price tag and bidding price. But how do you know that the seller did not use ‘aim high’ strategies. Meeting halfway might not be reasonable. The latter is to let the expert evaluate the merchandise you are negotiating. If you are using GTS, you can tell the other side that you don’t need an expert. You are an expert.
  7. Bargain small items for big ones.
  8. Use deadline to your advantage.
  9. Be patient and stingy.
  10. Be careful in how you request a variation. Most negotiation start off with baseline assumption (e.g., cost, time). Variation in the baseline gives you flexibility. But you need to know about variation. For example, if you ask the seller to finish the job sooner, you need to know how much cost a seller would raise in order to negotiate effectively.
Book or Audiobooks?

Personally, I prefer audiobooks. It's fun, and I can listen when I'm doing something else. It also makes other activities (e.g., jogging) a lot more fun. For more detail about audiobooks, please read [this post].

There is one more reason that may encourage you to go for the audiobook version. You can get it now for FREE. Audible offers you a free trial for 14 days. Even if you get the book and cancel the subscription right away (so that you don't have to pay), you can keep the book. And, don't worry if you lost the audiobook file. Just log into You can keep downloading the over and over again.
About the summary: It takes time to finish up a book. And, when you do, sometimes, you want to review what you learn from the book. If you do not make  notes as you read, you might have to go through the book once again. This can be time-consuming when you are dealing with a book. But you can still flip through the book and locate what you are looking for.

However, when the material is an audiobook, it is extremely hard to locate a specific part of content. Most likely you will have to listen to the entire audiobook once again.

This book summary will help solve the pain of having to go through the book all over again.

I am leaving out the details of the books. Most books have interesting examples and case studies, not included here. Reading the original book would be much more entertaining and enlightening. If you like the summary, you may want to get the original from the source below.

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