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ISQA 454. On-Line Negotiation Town/Mine Negotiation 45 Keys. What If?. We Double the Quantity? We Change the Contract Duration? We Buy Additional Products As Well? We Make Progress Payments? We Supply Technical Assistance? We Change Warranty Requirements? We Change the Specifications?

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isqa 454

ISQA 454

On-Line Negotiation

Town/Mine Negotiation

45 Keys

what if
What If?
  • We Double the Quantity?
  • We Change the Contract Duration?
  • We Buy Additional Products As Well?
  • We Make Progress Payments?
  • We Supply Technical Assistance?
  • We Change Warranty Requirements?
  • We Change the Specifications?
  • What can WE do to help?
    • Reduce Costs, Get More Business
after the negotiation
After the Negotiation
  • Operationalizing the Agreement
    • This is Another Negotiation
    • What Needs to be Done?
    • Who’s Going to Do It?
  • Commitment: What are Next Steps
45 negotiation keys
45 Negotiation Keys
  • Everything Is Negotiable (Almost)
  • If You Don’t Ask, You Don’t Get
  • Never Say “No”, But Put a Price on “Yes”
  • The Less You Sweat, The More You Get
  • Consider the Situational Issues
  • Have High Aspirations
  • Know Your Best Alternative
  • Know Your Walk-away Point
45 negotiation keys 2
45 Negotiation Keys (2)
  • A Negotiation is Like the Point of Contact Between Two Marbles
  • Quality Is the Best Bargain
  • Honesty Is the Best Policy
  • Begin With the End In Mind
  • It’s All In How You Start
  • He Who Speaks First Sets The Benchmark
  • He Who Talks Most Gives Away the Farm
  • Time and Concessions
  • Silence
45 negotiation keys 3
45 Negotiation Keys (3)
  • Don’t Bite the Bait
  • Divorce Margin from Costs
  • Give Them Options, Let Them Choose
  • Benefits Sell; Descriptions Don’t Sell
  • Never Assume: Truth, Intentions
  • Pay Attention to the Body Language
  • Watch the Eyes; See if They Listen
  • You Can’t Persuade Unless You Truly Understand
45 negotiation keys 4
45 Negotiation Keys (4)
  • For Every Communication There is a Reaction
  • The Way You Present Your Argument May Be More Persuasive Than the Argument Itself
  • Exchange Information - Don’t Give It Away
  • Always Say Less Than You Know
  • Tell Someone Something Interesting - They’ll Try to Top It
  • Solutions and Good Intentions Get In the Way of Listening
  • XLVIII – XII
45 negotiation keys 5
45 Negotiation Keys (5)
  • If You Only Negotiate One Thing, It’s Almost Always Price
  • The More Issues to be Negotiated, The Less Likely the Major Focus Will Be On Price
  • The Order of Information May Be Priority of Message
  • So Much Depends on Reputation
  • Good Intentions Don’t Sanitize Bad Impact
  • Despise the Free Lunch
45 negotiation keys 6
45 Negotiation Keys (6)
  • Expect the Unexpected
  • Everyone Should Win
  • When You Win, Quit Arguing
  • Write Everything Down
  • Future Interaction and Agreement
  • It’s OK to Leave a Little Something on the Table
  • Moral is What You Feel Good After (Hemingway)