Philosophy business: Do you remember how our mothers used to bid prices?

As a child, you may have accompanied your mother to a traditional market. Do you remember how our mothers used to bid prices? I know, if today's mothers shop more often at supermarkets, the prices are not negotiable. The outline must be the same: First, half price or even less, then the seller will say "NO", and offer a price slightly below the initial price, then our mother will also say "NO" and pretend to leave the kiosk, and five the next step the seller will call by shouting the last price (usually slightly above the price that the mother is bidding for), then our mother turns to say "YES", maybe because the day starts at noon. If it is still early in the morning, the bargaining can take place even harder, moving from the kiosk to the kiosk. You might think of negotiating the price of our old-fashioned mother's way. Don't get me wrong, in the midst of hundreds of modern negotiation theories, it turns out that the negotiations in the traditional market are the most effective. At least Jim Camp said in his book "Start with NO".

Jim Camp suggested that we not fall asleep on the "win / win" jargon that big companies often put forward when negotiating with smaller companies. In fact, the agreements produced from the "win / win" approach only aim to benefit large companies. This is where small companies must be aware of the game of "predators" from larger companies. And that can be achieved by starting with the word NO. Like our mother in the market first.

Camp identifies two weaknesses that we generally have when negotiating:

First: You need too much. Yes, you realize that when negotiating, we often come with "mu-peng", face-want. I often do that too. Even when I left, I thought: "I have done it, I want to bid at any price
I said, "How not, the contract has been shadowed, fun ... the account will add, you can close the operational costs for a few months, you can buy these, well ... basically I have to get it. Not to mention the fear that there are competitors coming in. We not ready to accept the fact that the agreement will be canceled, so not infrequently, when we submit a price quote, and our prospective client after reading it looks wrinkled and coughing, we immediately say: "Mmm ... by the way the price can be nego anyway Sir ... "Maybe the client wondered for himself, how come you haven't been bargained, why do you want to reduce the price? According to Jim Camp, you have considered that the contract you want to get becomes a necessity, not just a desire. ready to sacrifice anything, starting from very thin margins, to more resources, not infrequently, after counting, you actually even lose, you certainly don't want to associate for loss. So throw away your "mu-peng". Just remember your mother who "pretended" did not need and left the kiosk when bidding.

Second: You are too "perfect". In 70-80, TVRI played a detective film, Mr. Columbo. Wow, maybe you haven't been born, or you can't remember. Don't imagine this is a handsome and good detective like a typical Hollywood movie. Mr. Columbo is not manly or handsome, it is filthy, riding in a battered car, is very good, and often forgets to ask key questions. Anyway, "katro" runs out. But dealing with people in "under" positions like this, people feel comfortable talking. And Mr. Columbo is very easy to get information. In our business we often try to give a great impression, so we try to look "great". Even though people tend to feel good, it is precisely when they see others who are not good. This is what I forgot when I started my business. In the past, when I made a presentation, I and my team were always dressed up, like the Beatles wanted to perform. And the result is zero. Now we appear as we are, without a suit, no tie, not infrequently I only wear short-sleeved shirts. Of course it remains neat and fragrant, because it's already innate. It turns out that we can actually make lots of deals. Maybe, the IT managers I met were not comfortable talking to the Beatles.

By correcting these two weaknesses, you are now ready to apply negotiation techniques beginning with the word NO. Sounds controversial, but it's actually logical.