Risk elements questions, 101
Risk/reward, 159–60
Sample negotiations, 165–81
large and complex negotiation, 172–81
small ad hoc negotiation, 166–72
Seller/buyer relationship, 7–10
Soft costs/benefits, defined, 48
Strategic Negotiation Process
see also Value, creating; Value, dividing
benefits of, 23–24
estimating the blueprint, 19, 20–21
recording information, 197
steps, 19–25
Validating the Estimation, 19, 21, 83–94. See also Validating the Estimation
worksheet, 197–202
Strategic Selling (Heiman and Miller), 3
Strategy(strategies)
distributing/implementing, 191–92
establishing common, 8
fluidity of, 192
increasing value with, 193–95
“win-win,” 64
writing, 186–91
Structural impasse, 159
Supplier performance metrics, 81
“Supplier Selection and Management Report 9/01, The,” 81