As for many encounter preparation activities, negotation should start with My objectives and Audience. ‘My objectives’ must include negotiation targets, of course. Then Discovery targets are of prime importance– this follows from the Golden Rules, that I presented a...
During a negotiation, I may concede certain resources (hardware, software, engineering time, etc.). Each concession will cost me something, and it will have a certain value for my client. For example, it may cost me very little to send my client a code snippet, but...
The TABLE – so named because its inventor wasn’t feeling very imaginative the day he named it 😉 – is a table containing the absolute essentials for negotation preparation. It starts with a section to record my objectives and audience, as just discussed. The bottom...
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.
