Chapter 6: Step Two:Validating the Estimation


PART ONE: GATHERING DATA FROM COLLEAGUES AND PUBLIC SOURCES

Now that you’ve completed the estimating step of blueprinting your negotiation, it’s time to go on to Step Two: Validating the Estimation.

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The estimation you made in the first step was based on your own knowledge—of yourself and of your customer. That estimation essentially enabled you to begin to answer the question “What are the consequences if we do not reach agreement?” But there were—unavoidably—gaps in that answer, primarily about your customer, that have to be filled in if you want to conduct successful negotiations. In this second step, then, you identify what information you still need and gather that information from three different sources: (1) others in your organization, (2) publicly available data, and (3) your customer. Doing so enables you to answer the second question you need to answer: “What items are likely to be included if we do reach agreement?” This chapter concentrates on the first two sources of information—others in your organization and publicly available data—and the next two chapters on preparing for a validation meeting with your customer.




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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