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A TOUGH NEGOTIATION. qnty price optns svc delvry pnlty cancln wrnty terms arbtrn GMI 1 $1.5 all 2yr 6mos 7.5k 10% p/yr COD no. A TOUGH NEGOTIATION. qnty price optns svc delvry pnlty cancln wrnty terms arbtrn
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A TOUGH NEGOTIATION qnty price optns svc delvry pnlty cancln wrnty terms arbtrn GMI 1 $1.5 all 2yr 6mos 7.5k 10% p/yr COD no
A TOUGH NEGOTIATION qnty price optns svc delvry pnlty cancln wrnty terms arbtrn GMI 1 $1.5 all 2yr 6mos 7.5k 10% p/yr COD no ST.M 2 $2.37 w/o 3yr 3mos 12k 2% pl/2yr 4 pmts yes software Team 1 ……………………………………………………….. Team 2 ……………………………………………………….. Team 3 ………………………………………………………..
GMI ROLES Sales Manager Software package Profitability No arbitration clause 10% limit on price reduction Sales Representative Make the sale - bonus Technical Specialist Technical features Service contract Software package
ST. MARY’S ROLES CFO Japanese lower prices Delivery Stretch payments Arbitration clause Price Department Manager 2nd MRI later No new software package Labor in warranty Chief Radiologist 2nd MRI now All product options
SELLING TEAM TACTICS Market research at the negotiation table Break, then reconsider your strategy Raise your price Avoid concessions The mouthpiece routine Creativity Use all the time
PURCHASING TEAM TACTICS Why so high? Break, then reconsider your strategy No counter-offer (when to raise 2nd MRI possibility?) Start low Use all the time Good guy/bad guy routine Creativity
