Product Description
Given the increasing emphasis upon financial performance, it is important that NAMs / KAMs develop skills in negotiating by numbers i.e. demonstrate the relationship between cost and value to each party in a negotiated agreement.
Accordingly, we have developed the following 16-step process to adding value (via numbers) to your negotiating skills in a practical, easy-to-apply approach.
This 16-page paper covers the following aspects of negotiation:
- The Negotiation by Numbers Model
- Keeping Check in Negotiation: Size of the Deal on the Table
- Concessions from Each Party in Negotiation
- Adding Value to Your Concessions
- Devaluing the Buyer's Concessions
- How to Say “No"
- Incremental Sales Rule in Negotiating by Numbers
- How to Negotiate Profit for Your Company
- How to Negotiate Profit for Your Customer
- Negotiating the Price
- When the Buyer Wants “More”
- Key Roles in the Negotiation Team
- The ‘Art’ Of Signalling In Negotiation
- Watching the ‘Action’ In Negotiation: Signalling Via Body Language
- Calculating the Chances of a Positive Outcome in Negotiation
- Risk Analysis in Negotiation
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NOTE: Following payment, this product will be made available
on the KamCity Shop site for immediate download.
