David Lee is the executive producer at Qingche Media. During his daily work, he has a lot of negotiation with his clients and team members. Yesterday, I had the honored to have David to be my interviewee, and we discussed some interesting negotiation techniques in his working process.
The first thing we discussed was how to separating the people from the problem. David told me he was good at it. He always had some warm up conversation before the negotiation to make his opponent feel relax. When they start the negotiation, he always focused on the problem itself and made the opponent felt he was not aim at them. For example, when a client asks for a quote, David always sends the official quote to the client as soon as he can. If the client think the price is too high, David will explain the details to them and let them know that is their official quote to every client not only for them. So, the client will believe the quote's authenticity, and there is no bargain space.
The second technique that David mentioned was he always show his BATNA to the clients. Meanwhile, he tells the client that he will be horned to have them but if the client does not have the budget they cannot serve them. He said, in that way, most of his clients are willing to pay the price they ask for.
At the end of the interview, I asked David, "What is the most important negotiation technique in his opinion?" David said, "Always looking for mutual benefits and be open to developing more options." He told me successful negotiation all based on mutual benefits; excellent negotiators are good at developing options that benefit both parties. Besides, he mentioned that build a better future will help negotiators reach an agreement.
In conclusion, David shared his negotiation experience to me centered on the concepts like, mutual benefits, BATNA and separating the people from the problem. He showed me how to apply the basic negotiation concepts in a real-world negotiation. I appreciated that.
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