- Which of your goals are “must have” vs. “would like to have?”
- What will you say if the other parry says “no” to your opening offer?
- What concessions are you willing to make? (Check with your accountant about such issues as payment terms and tax implications.)
- What credible excuse can you give if you need to buy time to confer with others and/or think about an offer from the opposing side?
- Who can you bring along to listen to the conversation, ask questions you might not think of, and give you useful advice?
- What are the limits of the other party’s power over you?
- What are the laws governing both sides?
- What has the relationship between the firms been like in the past?
- What other products and services can you offer or buy that could expand the relationship and put the current deal in a different perspective?
- What are your long-term marketing goals and their impact on this relationship?
Negotiate from Strength – the art of negotiation in business
by Scott Smith
Success, July, 2000
Subject: Negotiation Questions