Countering a Low Offer
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Kuidas Valmistuda Läbirääkimisteks
Autor Nathanael Okhuysen
See on meie go-to läbirääkimiste juhendi käsikirjade. Plaani oma järgmise läbirääkimiste äri vahendeid, nagu SWOT, Johari aken, BATNA ja rohkem. Kasutades käsikirjade teie ettevalmistamisel on kasulik jagada oma mõtteid kolleegidega ja kaaskodanike läbirääkijad.
Vaadake mõnda muud meie äriartiklit!
Süžeeskeem Kirjeldus
A narration of the package deal NextWidget will offer to counter Fabricorp's anticipated low-ball offer
Süžeeskeem Tekst
- 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.
Loodud üle 30 miljoni süžeeskeemi