Negotiating Partnerships: Increase profits and reduce risks

How a seller can work out his strategy

Determine what the starting point is for continuous negotiations no matter whether it is the present solution, the opponent’s enquiry or the offer you have made.

1. Find out what the customer’s goals are.

The customer’s goals are not identical to his enquiry. An enquiry consists of a mixture of a wish and the non-negotiable demands. The enquiry is often lacking information about the feasible alternatives. For instance, you must attempt to get an answer to the following:

• What does one have to do in order to reach an agreement?

• If you have made a proposition, you must attempt to get a complete counter offer or comments on your offer.

• What is good?

• What does the opponent want to change? Why and how does he want ...