Practical Negotiating: Tools, Tactics & Techniques

Step 4: Power Assessment

Analysis of Step 4

As we see from Table 5.4 showing a breakdown of alternative sources, neither Buyer nor Seller is at a marked advantage. Voice Response, Inc., could find another company with the sophisticated application needs to warrant their new Spectrum system, but it takes time to develop the application specifications. At the same time, Rough-Rider could add phone lines, operators, and fulfillment staff to handle the increased volume. However, neither of these alternatives looks attractive since they would not meet the underlying needs and objectives of the parties.

Table 5.4. Alternatives

Seller: Voice Response, Inc.	Buyer: Rough-Rider Outfitters
Alternative sources	Alternative sources
One other large customer may be interested, but not for three months.	Other voice response vendors from the trade show have called with additional offers. Stay with the current system and hire more phone operators and fulfillment staff to handle the increased orders.
Alternative currencies (check one)	Alternative currencies (check one)
Plenty available to close the gap.	Plenty available to close the gap.
Sufficient to close the gap.	Sufficient to close the gap.
Need to generate/explore. ...