Ready, Set, Negotiate! Prepare, Propose, Bargain, & Conclude Your Way to Success!

Hello Subscriber,

Through this week, we’ve introduced a range of key ideas about negotiation.

Today, we’ll pull it all together as we look at the 4 stages of structured negotiations:

1. Prepare

2. Propose

3. Bargain

4. Conclude

1. Prepare

We’ve looked together at how we’re negotiating all of the time at every stage of the selling process. Yesterday, we introduced the idea of Salami Slicing.

And it’s all to do with preparing for the negotiation that almost inevitably comes as we head towards the conclusion of an opportunity. Or at least, there should be a negotiation!

Through your 3CSelling conversations with your customers:

• You’ve coached them about the outcomes they’re seeking.

• Together, you and the stakeholders within your customer have co-created proposals.

• All the way through the process, you’ve concluded every conversation with agreed next actions.

All of this is terrific preparation for the negotiation of the contract that wraps together the range of elements of your negotiated agreement.

2. Propose