Dealonomics by Kim Meredith

Author:Kim Meredith
Language: eng
Format: epub
Tags: The global economy is a mess. Big business, aided by bad government, has spoilt the party for everyone, yet it is individuals and small companies that are really paying the price.
ISBN: 978-1-77022-558-9
Publisher: Random House Struik
Published: 2013-12-03T16:00:00+00:00

3. WHERE SHOULD YOU PITCH YOUR FIRST PROPOSAL?

Looking at your Ball Park, where should you pitch your first proposal? What are the names for the three Key Issues positions in the Ball Park? One is not called the ‘Opening’ for nothing. You open with your first proposal positioned as high as possible, but without getting thrown out of the other party’s Ball Park.

How can you tell if what you are asking for is too much? The first position you prepare for your Ball Park is your ‘Likely’ position. Once you know what you realistically expect to get, your Opening position becomes more obvious. Adjust your Likely position for each of your Key Issues upwards until you reach the point where you still think you are being reasonable, but you are pushing the envelope. Use this position to open your negotiation. If you are too far from your Likely, you will be outside their Ball Park.

When you put your first proposal on the table, the other party is probably going to want you to move. If your first proposal is your ‘Likely’ position, you will still be pressured to move down towards your ‘Bottom Line’. Opening as high as possible gives you maximum flexibility. You do, though, need to keep the total package value in sight. Whenever anyone wants any movement from you, top up the package value with your Marbles.

It is crucial to remember that throwing your whole Opening package on the table can be daunting for the other side, and even though it might be within their Ball Park, they could baulk at the magnitude of what you want.

As a general rule, if you present your Key Issues item by item, you will secure a better deal for yourself. Get as much agreement or input on an item as you can before moving to the next Issue. Conversely, if the other party is making a proposal to you, understand the full picture – all the items in their Ball Park – before you respond to any proposals.

When things start going your way, do not be greedy. Stick to your Ball Park, and use a few Marbles if you need to adjust the overall value of the deal. Greed will blow your deal. That’s a promise.

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