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Negotiation (4 files)


Aiming High Negotiations

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File Description: Aiming High Negotiations

By the end of the course you will be able to:
  • Understand the negotiation process and the stages involved - and how it differs from the sales process
  • Follow the “AIMING HIGH” process to negotiate more confidently
  • Use “INSIGHT” to start your pre-planning

Aiming High

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File Description: Aiming High

A   ssess:  Consider situation, balance of power, leverage.  What is going to be needed for a win/win outcome.  What is the previous experience with this contact?  How much do you need the deal – how much do they need it?  What might be the barriers?  What have you to offer that is unique?

Insight

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File Description: Insight

One of the first things to do with your planning is to get an INSIGHT into the situation and the other party.  Working through the various stages, using the tables on the following page, can be a great help to your confidence.


I  ndividuals – who will be involved from the other party?  All those who will be directly concerned – and indirectly but with influence.
...

Prepare

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File Description: Prepare

Be prepared!  Follow the PREPARE process and you will do better in your negotations:  Take a few minutes and go through the stages here, and identify any actions you can take to improve your position for this negotiation.

P  robablity.  Assess your chances by checking the qualification criteria.  What is it they are looking for?  (Do you really know?)  What is the precedent with them?