Preparation Questions

  • 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?

Source:
Negotiate from Strength – the art of negotiation in business
by Scott Smith
Success, July, 2000

Like this content? Why not share it?
Share on FacebookTweet about this on TwitterShare on LinkedInBuffer this pagePin on PinterestShare on Redditshare on TumblrShare on StumbleUpon

Leave a Reply

Your email address will not be published.

This site uses Akismet to reduce spam. Learn how your comment data is processed.