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Bargain

 

Disciplines > Negotiation > Three-Stage Negotiation > Bargain

Probe | Signal | Trade | Example | See also

The process stages: Open - Bargain - Close

 

In bargaining, you are seeking to find an agreeable exchange. This is done with probes and signals before the actual trade is done.

Probe

Listen to their response to your request, including any counter-requests that they make. Hear any resistance that they offer (this can tell you a great deal about them).

Probe for details of what they want, why they want it, and why they may not want to comply with your request.

If they initiated the negotiation, then you might arrive at the negotiation at this stage, with no chance to open. If this is so, you should still listen and probe as necessary. Do not move on to trading until you are ready.

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 from 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 these as a possible package for the other person to agree. If it looks like you are 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.

Example

Probe: Why do you need to stay up? How long do you want to stay up?

Signal: Your bedtime should be ten o'clock, you know.

Trade: You can stay up another 30 minutes, but I want you up and out of bed by seven o'clock in the morning! OK?

See also

Questioning techniques, Persuasive language, Signal, Objection-handling techniques

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