C1
Complex Negotiation
ការចរចាស្វែងរកដំណោះស្រាយ
🎯 Objective / គោលបំណង:
Move beyond "winning" to "problem-solving" using Conditional Offers and Trade-offs.
💬 Scenario: Price vs. Speed
Client (Dara)
"We need the project finished in 3 months, but we can't increase the budget."
Novice (You)
"That's impossible. We need more money if you want it faster."
(Too blunt. Creates a deadlock.)
Expert (You)
"I understand the urgency. We can agree to the 3-month timeline, provided that we reduce the scope of Phase 2."
Client (Dara)
"Hmm. Phase 2 is critical. We can't cut it."
Expert (You)
"I see. What if we prioritized Phase 1 for launch, and deferred Phase 2 until next quarter? That would meet your deadline without breaking the budget."
The Trade-off Toolkit
1. The Conditional "Yes" ការយល់ព្រមដោយលក្ខខណ្ឌ
"We can [do X], provided that / on the condition that you [do Y]."
2. Exploring Variables ការស្វែងរកជម្រើសផ្សេង
"What if we adjusted the payment terms instead?"
"Supposing we were to extend the contract, would you lower the rate?"
3. Bridging the Gap ការសម្របសម្រួល
"We seem to be stuck on price. Is there any flexibility regarding the delivery date?"
Choose the Best Strategy
Situation: The client wants a 20% discount. You can't do it.
A. "No, we can't do that. Our prices are fixed."
B. "A 20% discount is difficult. However, we could offer 10%, provided that you sign a 2-year contract."
C. "Maybe we can do 15%?"
Situation: You are stuck. Neither side is moving.
A. "We seem to be deadlocked. What if we looked at this from a different angle, perhaps focusing on support rather than price?"
B. "I guess we have no deal then."