Chapter 7: Step Two:Validating the Estimation


PART TWO: PREPARING FOR THE VALIDATION MEETING

Now that you’ve started validating the Consequences of No Agreement and Wish List Estimations by gathering information from others in your organization and from public sources, it’s time to go to the second part of the validation step: preparing for the validation meeting with your customer.

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Again, in blueprinting a negotiation your customer is ultimately the best source of information about what he or she needs and wants from the negotiation. However, because validating CNA and Wish Lists have different requirements, they also require different approaches. And because of that, it is essential that you prepare in advance for the validation meeting with your customer. As I did in the last chapter, I begin here with the CNA and then go on to the Wish List Validation.




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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