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

Appendix

Carl Ritchie Applies Margaret Peake’s Advice

Carl Ritchie is preparing for some difficult negotiations. He has established his strategy with his sales and marketing director: The objectives to be achieved are clear in terms of volume, price, and associated terms. Those objectives take into account the market, the competition, and the customer’s specific expectations. On each issue, a “bottom line” has been drawn, with special terms attached, where necessary. Lastly, the initial proposal has been drawn up to allow realistic room for negotiation on price, but also to create a “settling point” on delivery times.

The customer’s potential demands have been examined and their consequences measured with reference to profitability and cash ...

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