O'Reilly logo

The Five Golden Rules of Negotiation by Philippe Korda

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Your Personal Strategy

To work out your own strategy and win the deal despite the buyer’s pressure, you must do the following:

  • Identify those players whom you can help to modify their objectives. For example, the buyer may realize that the important thing for her is not to obtain a good deal up front. Instead, she will add more value if she establishes a framework agreement covering several sites. She will thereby save on certifications, tests, spare parts, after-sales service, and so on. She will also obtain high-volume discounts.
  • Identify those players whose resources you can exploit or change. For example, the quality director may become a firm ally if you can help her to develop provisional packaging procedures applicable to all sites based ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required