V tomto vyjednávací strategii, ponoříme do vyjednávání s balíčky namísto položku po položce. Seskupení položek bude dělat ústupky vyváženější a najít maximální hodnotu pro obě strany. Zjistěte si o všech výhodách používání obalů a jak demonstrovat, organizovat a připravit jednání s storyboardů ve vyjednávání tím, že sestrojí balíčků.
Negotiation tactics and Planning - A shorter version of NextWidget's package presentation to Fabricorp
Storyboard Text
THE NEGOTIATION
THE PACKAGE: 1 - LONG TERM
THE PACKAGE: 2 - FAIR RATES
During a tough negotiation, the CEO of NextWidget presents an idea to the other side. It is a plan he thinks could benefit them both.
THE PACKAGE: 3 - SECURITY AND OPPORTUNITY
"We sign a 2-year requirement contract."
THE PACKAGE: 4 - OUR ACCOMMODATION
"We keep paying the current rate, but adjusted each quarter in line with the average industry standard, as calculated by a prearranged reference or formula. We can hammer that out later."
THE PACKAGE: 5 - THEIR ACCOMODATION
"This protects us from unreasonable cost increases, but allows FabriCorp to pocket the difference if you outperform your competition."
"We can be a little flexible on fulfillment to accommodate slack production..."
...if you cover storage when there is excess. We know you probably have the warehouse space sitting idle to accommodate seasonal fluctuations, so let's put it to use."