Lesson - Negotiating Deals

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Question		Answer
win-win situation start learning		sytuacja, w której każdy wygrywa
zero sum game start learning		gra o sumie zerowej
build rapport with someone start learning		buduj relacje z kimś
probe interests start learning		zainteresowania sondy
make proposals start learning		składać propozycje
make counter proposals start learning		składać kontrpropozycje
reach a compromise start learning		pójść na kompromis
make concessions start learning		robić ustępstwa
reach a stalemate start learning		osiągnąć impas
work out the details start learning		wypracować szczegóły
return to the negotiating table start learning		wróć do stołu negocjacyjnego
The negotiation decoy start learning		add extra false interests to your agenda which you can bargain with, without affecting your real interests
The extreme offer start learning		ask for more or offer less than expected in order to make ‘concessions’ later
Negotiation nibbling start learning		make one last ‘small’ demand once the deal has been done hoping that your opponent will agree in order not to harm the agreement
Good cop bad cop start learning		one member of your team is demanding and inflexible (the bad cop), the other appears to be pleasant and reasonable (the good cop). Your opponent will have to deal with the good cop.
Mention the competition start learning		make references to what your opponent’s competitors are offering in order to gain the concessions that you want
Negotiation limits start learning		state limitations (e.g. money, time), real or imagined, hoping that your opponent will make a concession to meet your limit.
Take it or leave it start learning		appear as if you are ready to break off the negotiations unless your interests are met
Negotiation silence start learning		stop talking during the negotiation in the hope that your opponent will become uncomfortable and want to make a concession in order to break the silence.

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