Negotiation Techniques (That Really Work!) by Stephan Schiffman

Author:Stephan Schiffman
Language: eng
Format: epub
Tags: ebook, book
Publisher: Adams Business, an imprint of Adams Media, Inc.
Published: 2010-07-15T00:00:00+00:00

The Real Deal

1. Start negotiations with less important points, and win some early victories; keep your big issues in reserve.

2. Use issues in combination with one another. You’re strongest as a negotiator when you can link different points and make them work together for you.

3. It’s better to win something, even if it’s not that important, than to win nothing.

CHAPTER 11

How to Structure Offers

and Counteroffers

Seen in its most stripped-down form, a negotiation usually consists of a series of offers and counteroffers. You start by putting on the table a proposal that you believe will solve your client’s problem—whatever that problem is. She responds with a counteroffer, you respond to that, and so on.

Sounds simple, right?

Unfortunately, some salespeople don’t grasp that the essential part of a counteroffer is that it has to respond to the previous offer. Imagine the following dialogue:

SALES SCENARIO

Salesperson: We can provide you with fifty hours of training in our program, plus an extra ten hours of follow-up. The base cost is $250 per hour, and we charge $150 per hour for the follow-up sessions. So your total cost would be $14,000.

Client: That’s higher than my budget can accommodate. I can only spend $10,000 on this project.

Salesperson: Well, as I explained, our base rate is $250 an hour and $150 for follow-up, and we’re talking about fifty hours of training.

Client: I’m sorry. I don’t see how we can possibly do this.

Download

Copyright Disclaimer:
This site does not store any files on its server. We only index and link to content provided by other sites. Please contact the content providers to delete copyright contents if any and email us, we'll remove relevant links or contents immediately.