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5 The Powerful and Brilliant Steve Jobs Negotiation Technique



Steve Jobs Negotiation Technique

Despite having died, the business world and #teknologi will never forget Steve Jobs. Men born in San Francisco, United States that has shaken the world with various innovations and his works is indeed very phenomenal to form the world of communication today.

In addition to creating great phenomenal products such as iTunes and iPhone, Jobs is also known as a great negotiator. How not, such a crucial offer as when asking AT & T (Telkom of America) to subsidize iPhone users and offer to Harper Collins to receive $ 9 eBook payment, all successfully done successfully.

Then what kind of techniques and negotiations Steve Jobs proved brilliant and successful? Here's the review.



1. Willing to Walk Out Anytime
The first technique of negotiation ala Steve Jobs is to dare to walk out anytime. In the case of negotiating the payment of e-books on Harper Collins, Jobs was very brave to declare that he dared to get out of the negotiations if the terms were not met. Although Jobs in fact wanted the e-books, but Jobs wanted that deal could benefit him.

The man who was once a Pixar Animation Studios executive officer also told Harper that he has other publishers in the queue list. From here Jobs has managed to give the impression that Harper Collins is the one who should need #Apple than Apple needs them. And in the end the deal was achieved with the terms requested by Jobs.





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2. Negotiation Techniques Through Valid Evidence
When the talks take place, Jobs often brings a bunch of data, files and supporting documents as proof that Apple is able to make deals to be better. With these powerful data, Jobs always believes he will win the deal he wants.

Deal with Harper also reflects the success of this negotiation technique. At that time Jobs uses detailed figures to support his opinion in order to win the deal as he wishes.

3. Let Them Make The First Offer
When it seems like negotiations are entering the bidding phase, Jobs always holds himself back even in silence. This is done to make the other person feel uncomfortable and eventually get them to start negotiating on themselves and willing to be compromised.

When the offer has emerged from the first party, then Jobs began to launch an attack to hit back the offer that has raised the first party. This technique is also seen in the negotiations against James R. Murdoch. Jobs only re-explained Apple's terms and let Murdoch negotiate with himself.

On that occasion, Murdoch imposed an additional term, hoping that Jobs would give it. But unfortunately Jobs did not accept the additional terms that Murdoch asked and Jobs actually membantainya in the last session.

4. Give Some Limited Choices
Furthermore, other negotiation techniques that are also often used Steve Jobs is to provide limited choices on his opponent to give fear. The strategy of Jobs is very effective for a negotiation to ensure that the options you offer are the most attractive option. In the case of negotiations with Murdoch, this strategy is also what Jobs did.

At that time Jobs gave three limited options: 1. Receive Apple's terminology with all the benefits offered or, 2. Distribute it via #Amazon only (with threats that Amazon might get around Murdoch), 3. Or pull e-books from both stores (and facing an indiscriminate piracy).

When this option was revealed to Murdoch it was suddenly brought to a threatening and difficult situation. And in the end the deal was intertwined with what Jobs wanted. This is another power of Steve Job's negotiation techniques that are rarely found in other businesspeople.

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5. Use Other Party Opinions
Finally, the powerful negotiating technique of Steve Jobs is to use or quote the opinions or statements of others. This strategy turned out to be powerful to make the opposite the game becomes increasingly cornered and finally willing to accept what Jobs asked.

In the case of negotiations with Murdoch, Jobs quoted two opinions from another party that read "All the major publishers tell us that Amazon's $ 9.99 price for new releases is eroding the value of its perception of their products in customer's minds," as well as, "Apple is the only other company [besides Amazon] currently capable of making a serious impact [with e-books], and we have 4 of the 6 big publishers signed up already, ".

With these two statements Murdoch too difficult to reject Apple's term if four of the 6 major publishers have agreed.