Plan Prepare and Practice.Remember the 6p’s. Proper, preparation, prevents, pretty, poor, performance.
What are your BP – TP – WAP – AP? – (Best position, Target Position, Walk away position, Alternative position)
What do you visualize as their BP – TP – WAP – AP?
Have you checked your positions to the current market conditions?
What is the basis of your estimate of theirs?
What are your ‘tradeables / variables?’
Tangible – Price, fee / other business / tariffs etc.
What are your intangible ‘tradeables / variables?’
Extras / your relationship / hospitality / networking / leads / reciprocity etc.
How are you going to trade concessions?
Start high? Start realistically to the local market?
Why do you think this will be best?
What ‘variables / tradeables’ will you use?
Come down in small amounts
If you – then we could / we might
Does the customer price match, talk to other competitors, have other accounts, play hardball.
What legitimate tactics might you use? Higher authority, good guy / bad guy?
Have you considered having someone else at the meeting?
How will you handle dirty tactics?
Quality questions to break a deadlock
How far are we apart?
What would I have to do to get this deal?
What would I have to do to get a part of your business?
Would that work for you?
What is the offer from the other party?
Could you let me have a copy to put in our file for Head Office?
Remember – People buy people – What’s in your toolbox?
“If you think hiring a professional negotiator is expensive – try hiring an amateur”