How Do You Apply Golden Rule No. 1 When Things Get Difficult?
When the other party is in a strong position, it can seem unrealistic to start by quoting high.
Three specific examples show us that it is precisely in such situations that Golden Rule No. 1 proves the most useful, provided that you master a few tactics.
The purchasing director of a major corporation trading in products for farmers is welcoming the representative of one of his main plant pesticide suppliers. Their task is to negotiate the commercial terms applicable for the forthcoming year: volumes, schedule, and promotions but, above all, the end-of-year discount. Having obtained 10.5% the previous year and anticipating an upturn in business activity, the purchasing director ...