C1
Leading Negotiations
ការដឹកនាំ និងការជះឥទ្ធិពលក្នុងកិច្ចចរចា
🎯 Objective / គោលបំណង:
Move beyond "bargaining" to "strategic influence" using Anchoring, Framing, and Conditions.
💬 Scenario: The Deal Breaker
[Image of ZOPA negotiation diagram]
David (Client)
"I'm afraid $50,000 is simply too high. We have budget constraints."
Sophea (You)
Pivot
"I understand the budget is a concern. However, I'd like to pivot the conversation to value over cost."
Sophea
Anchor
"Typically, a package with these features runs upwards of $75,000 in this market."
Sophea
Conditional
"If we can agree to a longer contract term, then we might be able to find some flexibility on the upfront fee."
The Influencer's Toolkit
1. Anchoring ការកំណត់ចំណុចចាប់ផ្តើម
Setting a high/low reference point early to influence the final number.
"Our standard rate is $100/hr, but for you..." (Now $80 seems cheap).
2. Conditional Framing លក្ខខណ្ឌនៃកិច្ចព្រមព្រៀង
Never give anything away for free. Use "If... Then..." structure.
"If you can pay upfront, then I can offer a 5% discount."
3. BATNA ជម្រើសល្អបំផុតបន្ទាប់ពីការចរចាបរាជ័យ
Best Alternative To a Negotiated Agreement. Knowing your walk-away point gives you power.
Choose the Best Strategy
Client: "Can you deliver this in 2 weeks instead of 4?"
What is the strongest response?
A. "Yes, we can do that. No problem." (Giving it away for free)
B. "If we prioritize this timeline, then we would need to pause the other project features. Does that work for you?" (Conditional)
C. "No, 2 weeks is impossible." (Blocking)
Client: "Your competitor creates websites for $500."
How do you Pivot?
A. "Okay, I can match that price."
B. "That's a fair point on price. However, I'd like to pivot to the cost of *maintenance*. Our code is bug-free, saving you thousands later."