Negotiation Dashboard 1 Use this dashboard to inform

Negotiation Dashboard #1 Use this dashboard to inform your thinking and strategy before you enter your next negotiation. It should require no more than 20 mins prep time. Use in conjunction with Partner Map to get the complete picture. WHO? Have you Googled the customer or their company lately? Checked them out on Linked. In? Profile them fully. WHAT? Do I want them to think or do? This is the objective for the negotiation. WHY? Should they agree? What’s in it for them? NEGOTIATION STYLE: Which do you need to adopt? Which do you think they will adopt? Mine: (Why? ) Theirs: (Why? ) ZOPA: Zone of Potential Agreement NEGOTIATION STRUCTURE PROPOSE VALUE Perfect Outcome: Settle For: FIND COMMON GROUND CLOSE Walk Away: TRADE VARIABLES Your Style is the Right Style www. naturaltraining. com/vmbdigitalallies

Negotiation Dashboard #2 Hope is not a strategy…prepare, succeed, sell. Use this dashboard to inform your thinking and strategy before you enter your next negotiation. You can also take this dashboard into your negotiation with you. VALUE POINTS: Know your value! Put down specific value points, then craft it into a proposition: COMMON GROUND LEDGER COMMON GROUND BANT or L) VARIABLES Cost (H Key Questions and Focal. Point Budget Authority Needs Time Frame Your Style is the Right Style www. naturaltraining. com/vmbdigitalallies