Page 19 - Powerhouse Partnership 16-12-2021

STEP 7: CLOSING - NEGOTIATE
■ Define your Aim, Result – Best, Acceptable, Bottom-Line Ensure you understand the power of your position What is your BATNA i.e Best Alternative To a Negotiated Agreement? Is it strong or weak?
■ Look at it from the customer’s perspective. What are their needs, leverage and issues? Do they have a strong or weak BATNA?
■ Prepare your case – this is the information gathering stage to ensure you have all the necessary information to achieve a successful outcome.
■ The 4 Principles
1. Separate the people from the problem
■ The goal is a wise outcome
■ Be soft on the people, hard on the problem
2. Focus on interests, not positions – the ‘why’, not the ‘what’
3. Invent options for mutual gain – be creative. Options which are high value to the other
party and low cost to you?
4. Insist on using objective criteria – what would be seen as fair and reasonable?
APPLYING THE SALES FRAMEWORK 19