C1
Negotiation
យុទ្ធសាស្ត្រចរចា និងការបញ្ចុះបញ្ចូល
🎯 Objective / គោលបំណង:
Move from "Hard Bargaining" (Win-Lose) to "Strategic Persuasion" (Win-Win).
💬 Scenario: Salary Increase
Manager
"We really appreciate your work, but a 10% raise is just not in the budget right now."
You (Amateur) Weak
"Oh, okay. I understand. Maybe next year?"
(Gives up immediately. No value claimed.)
You (Pro) Smart
"I understand that the *budget* is tight right now. However, considering my performance metrics are up 20%..."
You (Pro)
"...if a salary increase isn't possible, would you be open to discussing *non-monetary* compensation, like remote work days or extra leave?"
(Pivots to an alternative value.)
The Negotiation Toolkit
1. The "Yes, But" (Validate & Pivot)
Never say "No" directly. Agree with their constraint, then offer your solution.
"I see where you're coming from (Yes)... however (But)..."
2. BATNA ជម្រើសល្អបំផុត
Best Alternative To a Negotiated Agreement. Know your "Walk Away" point. If they say no, what will you do? (e.g., Change jobs).
3. Anchoring ការកំណត់យុថ្កា
The first number spoken sets the "Anchor". All future negotiation happens around that number.
Anchor ($5,000)
If you say $5,000 first, the final price will likely be near $5,000.
Choose the Best Move
Scenario: A client says "Your price is too high."
A. "Okay, I can give you a 20% discount immediately." (Weak)
B. "I understand budget is a concern. Let's look at the ROI this service brings. If we remove feature X, we could lower the cost." (Strong)
C. "No, it's not. It's a fair price." (Aggressive)
Scenario: You want to buy a car. The seller asks "What is your budget?"
A. Tell them your exact maximum budget immediately.
B. Give a range starting lower than your actual max to set an "Anchor".