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Countering a Low Offer

Ogled Načrta Lekcije
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Countering a Low Offer
Storyboard That

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Najdete storyboard v naslednjih členih in virov:
BATNA

Kako se Pripraviti na Pogajanja

Avtor Nathanael Okhuysen

To je naša go-pogajanja vodnik s scenarije. Načrtujte svoj naslednji pogajanja s poslovnimi orodji, kot so SWOT, Johari okno, Batna, in še več. Uporaba storyboards v pripravi je koristno deliti svoje ideje s kolegi in kolegi pogajalci.




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Snemalna Knjiga Opis

A narration of the package deal NextWidget will offer to counter Fabricorp's anticipated low-ball offer

Snemalna Knjiga Besedilo

  • THEIR LIKELY APPROACH
  • 
  • THE ANTICIPATED DIFFICULTY
  • 
  • COUNTER WITH A PACKAGE DEAL
  • 
  • THE PACKAGE: 1 - LONG TERM
  • 
  • I anticipate Susan will take a hard approach in the negotiation.
  • THE PACKAGE: 2 - FAIR RATES
  • 
  • She will probably try to establish an increased rate as an anchor point. She might justify this based on vague factors like "the economy" or "increased costs".
  • THE PACKAGE: 3 - SECURITY AND OPPORTUNITY
  • I need to respond with a very different deal to keep the negotiation from being a back-and-forth about a number.
  • THE PACKAGE: 4 - OUR ACCOMMODATION
  • A two-year requirement contract
  • THE PACKAGE: 5 - THEIR ACCOMODATION
  • Peg the cost to the current rate, adjusting for average industry standard calculated by a prearranged reference or formula.
  • This protects us from unreasonable cost increases, but allows FabriCorp to pocket the difference if they outperform.
  • We can be a little flexible on fulfillment to accommodate slack production...
  • ...if they cover storage when there is excess. We know they probably have the warehouse space sitting idle to accommodate seasonal fluctuations.
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