Index_U-V

U–V

Ury, William L., 64

Validating the Estimation, 19, 21, 169–70, 177–78

see also Data, gathering

best practices review, 93

common mistakes to avoid, 93

gathering data, 83–94

validation meeting. See Validation meeting

Wish List, 91–93

Validation meeting

anchoring, 112–19

best practices review, 109, 126

common mistakes to avoid, 109, 126–27

conducting, 111–27

Consequences of No Agreement Estimation, 96–103

customer questions, preparing, 97–102

evaluating success of, 125–26

preparing for, 95–110

professional buyers and, 109

questioning/listening, 121–22

setting up, 119–21

sharing/trading data, 112, 122–24

things to avoid, 124–25

Wish List Estimation, 103–8

Value, creating, 21–22, 68–71, 129–41

best practices review, 141

common mistakes to avoid, 141

creating joint value, 32–35

rehearsing your presentation, 139–41

sample situations, 170–71, 178–79

structuring Multiple Equal Offers, 138–39

structuring the deal, 136–38

using CNA Estimation, 133–36

using Wish List Estimation, 131–33

Value, dividing, 22, 36, 143–62, 179–80

advanced trading skills, 157–61

basic trading skills and, 148–57

best practices review, 161

common mistakes to avoid, 162

customer’s ideal MEO, 153–54

Multiple Equal Offers presentation, 145–48

professional buyers and, 161

Value-proposition problems, 112