COMMON MISTAKES TO AVOID


  • Asking unnecessary questions that inflame or irrelevant questions that don’t provide CNA or Wish List data.

  • Getting defensive in reaction to a tactic from the other side rather than seeking to understand it.

  • Trying to make trades or sell during the validation meeting.

Now, having validated your estimations in a meeting with your customer, you will probably be happy, if perhaps surprised, to learn that the bulk of the hard work involved in blueprinting a negotiation is done. Of course, many people think of the steps you’ve just completed as planning and the next steps as tactics, or what’s traditionally considered “negotiating.” But, again, as far as I’m concerned, it’s all negotiating. In fact, developing the Consequences of No Agreement and Wish List Estimations, and validating those estimations by doing internal and public data searches, and meeting with your customer, are not only part of negotiation but are perhaps the most important part. That’s not to say, however, that even though the next two steps require less effort that they’re not important. Without them you can’t conclude the kind of value-generating deal that you want for both sides. In fact, creating value is exactly what the next step is about.




Strategic Negotiation. A Breakthrough Four-Step Process for Effective Business Negotiation
Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation
ISBN: 0793183049
EAN: 2147483647
Year: 2003
Pages: 74

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