Identify Key Variables and Their Place in the Negotiation

Having located the general area of where we can find these concessions or tradeable variables, we must now home in and identify more accurately how we can use them.

Seven key questions emerge here:

  1. What concessions do we normally make?

  2. What is their value to our counterpart? Have we quantified that value in measurable terms?

  3. What would we like to have in return?

  4. What other tradeables do we have?

  5. What could we concede that costs us little but has high value to our counterpart?

  6. What can they reciprocate that may be low cost to them but valuable to us?

  7. What negotiable variables could we build into our offer/proposal in the first place?

From these prompts, make sure that you have taken the time to list all your tradeables, your negotiable variables. You should have a typed list of up to 20 of them. You should know how much they cost per month, or per year. You should know the impact on your cost or profit of each of these concessions - even multiplied by the number of customers that you have. You should have a clear idea of their value to your counterpart.



How to Negotiate Effectively
How to Negotiate Effectively (Creating Success)
ISBN: 0749448202
EAN: 2147483647
Year: 2003
Pages: 111
Authors: David Oliver

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