1 / 7

A TOUGH NEGOTIATION

A TOUGH NEGOTIATION. price optns svc delvry pnlty cancln wrnty terms arbtrn infl BLTR $3.65 all 2yr 6mos 10k 10% p/yr COD no 15%. A TOUGH NEGOTIATION. price optns svc delvry pnlty cancln wrnty terms arbtrn infl

zofia
Télécharger la présentation

A TOUGH NEGOTIATION

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. A TOUGH NEGOTIATION price optns svc delvry pnlty cancln wrnty terms arbtrn infl BLTR $3.65 all 2yr 6mos 10k 10% p/yr COD no 15%

  2. A TOUGH NEGOTIATION price optns svc delvry pnlty cancln wrnty terms arbtrn infl BLTR $3.65 all 2yr 6mos 10k 10% p/yr COD no 15% MAV $3.05 all 3yr 3mos 75k 2% pl/2yr 4 pmts yes 10% Team 1 ……………………………………………………….. Team 2 ……………………………………………………….. Team 3 ………………………………………………………..

  3. BOLTER ROLES Sales Manager Recuperator Profitability No arbitration clause 10% limit on price reduction Sales Representative Make the sale - bonus Applications Engineer Technical features Maintenance contract Recuperator

  4. MAVERICK ROLES Purchasing Agent Bolter lost sales recently Delivery Stretch payments Arbitration Price Production Engineer No recuperator No service contract Labor in warranty Design Engineer Friends with sales rep Delivery crucial Recuperator - personal

  5. SELLING TEAM TACTICS Market research at the negotiation table Break, then reconsider your strategy Raise your price Avoid concessions The mouthpiece routine Creativity Use all the time

  6. PURCHASING TEAM TACTICS Why so high? Break, then reconsider your strategy No counter-offer Start low Use all the time Good guy/bad guy routine Creativity

More Related