This, the third and final video on the Challenger skill of Taking Control, has looked at Constraints, Power and Manipulation. Constraints affect, and can distort, negotiations, and they usually come from my own organisation or are self-imposed Power differences, if...
This, the third and final video on the skill of Taking Control, looks at Constraints, Power and Manipulation – three things that all negotiators have to deal with at one time or another.
This is the second of three videos that discuss the Taking Control component of Challenger’s 3 Ts. We focus here on negotiation strategies for B2B and a tool that is extremely valuable during negotation preparations.
Let’s look at an example – this Exchanges table is for an agreement about a product evaluation. In this simple case, I’m negotiating the length of the evaluation, the licensing and the support that my company will give. It can be seen that conceding two extra software...
