NextWidget Negotiation Summary
Du kan finde denne storyboard i følgende artikler og ressourcer:
Sådan Forbereder du dig på en Forhandling
af Nathanael Okhuysen
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Storyboard Beskrivelse
A summary page for NextWidget's upcoming negotiation with Fabricorp
Storyboard Tekst
- Glide: 1
- Our Goals
- 3%
- Wants: Status quo with a 3% or less increaseor agreement to the 2-yr deal at the same rates
- Glide: 2
- Our BATNA Bottom Line
- • BATNA: Switch to LocalMade LLC• Bottom Line: Walk if price rate increases 9%
- Glide: 3
- Bargaining Options
- • 2-yr requirements contract• Indexed to changes in industry average costs• Storage facilities = flexible fulfillment
- Glide: 4
- Their Expected Strategy
- • They will take a hard approach• They'll try to anchor negotiations with a high initial number
- Glide: 5
- Our Strategy
- • Stick with the game plan• Sell the 2-year deal• Emphasize the longstanding relationship• Stand firm and try to stay objective
- Glide: 6
- Our Strengths
- Well, if you can't give us a better rate, we're just going to walk.
- • We have viable alternatives• Strong existing relationship• Arguing for fair rates
- Glide: 7
- Our Weaknesses
- • They don't need to renew our contract• Susan is a better negotiator
- Glide: 0
- We value you as a customer, of course, but we don't need your business.
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