Systems News - Used Office Furniture

Link: http://www.systemsnews.com/newsletter/2008/Nltr03-31-08.pdf

The Three-stage negotiation process is a quick and easy method of reaching agreement in the many different short situations you may find yourself. Typical situations where a short negotiation is used includes domestics requests and retail purchases.

The three stages are simply:

Open: Say what you want,
Bargain: Hammer out the deal, and
Close: Agree and exchange

Lets Look at the Second: Bargain

Probe. Listen to their response to your request, including any counter requests that they make. Hear any resistance that they offer. Probe for details of what they want, why they want it, and why they may not want to comply with you. If they initiated the negotiation, then you might arrive back at this point, and don't move on to trading until you :
Signal. Show that you are ready to negotiate by sending signals that you might change your request or agree to some alternative arrangement. You can then wait for a signal back for them or, if it seems appropriate, go straight to a trade.

Trade. Put together things that you want with things that they want and offer them as a possible package for the other person to agree. If it looks like you’re close to agreement, then move to closure.

Use Trades to handle objections. Offer something in exchange for them withdrawing their reasons for not agreeing with you.