Countering a Low Offer
You can find this storyboard in the following articles and resources:
How to Prepare for a Negotiation
by Nathanael Okhuysen
This is our go-to negotiation guide with storyboards. Plan out your next negotiation with business tools like SWOT, Johari Window, BATNA, and more. Using storyboards in your preparation is useful to share your ideas with colleagues and fellow negotiators.
Check out some of our other business articles!
Storyboard Description
A narration of the package deal NextWidget will offer to counter Fabricorp's anticipated low-ball offer
Storyboard Text
- THEIR LIKELY APPROACH
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- THE ANTICIPATED DIFFICULTY
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- COUNTER WITH A PACKAGE DEAL
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- THE PACKAGE: 1 - LONG TERM
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- I anticipate Susan will take a hard approach in the negotiation.
- THE PACKAGE: 2 - FAIR RATES
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- She will probably try to establish an increased rate as an anchor point. She might justify this based on vague factors like "the economy" or "increased costs".
- THE PACKAGE: 3 - SECURITY AND OPPORTUNITY
- I need to respond with a very different deal to keep the negotiation from being a back-and-forth about a number.
- THE PACKAGE: 4 - OUR ACCOMMODATION
- A two-year requirement contract
- THE PACKAGE: 5 - THEIR ACCOMODATION
- Peg the cost to the current rate, adjusting for average industry standard calculated by a prearranged reference or formula.
- This protects us from unreasonable cost increases, but allows FabriCorp to pocket the difference if they outperform.
- We can be a little flexible on fulfillment to accommodate slack production...
- ...if they cover storage when there is excess. We know they probably have the warehouse space sitting idle to accommodate seasonal fluctuations.
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