A Strategic Negotiation Process
At it's most basic level, a Strategic Negotiation Process is a step-by-step system that enables you to blueprint a negotiation, making it possible for you to see and understand a negotiation from your own perspective as well as that of your customer.
What's a blueprint? It's essentially a picture of the entire negotiation revealed when each side of any deal answers the following two questions:
- What are the consequences if we do not reach agreement?
- What items are likely to be included if we do reach agreement?
Consider that it's not unusual to see situations in which neither side has a clear idea of what they really want out of a negotiation beyond one or two simple items.
This Strategic Account Management Association (SAMA) Velocity article focuses on the tactical pull-through of your negotiation strategy one deal at a time, using a negotiation process. Complete the form on the right and we'll e-mail you the article right away!