Dans cette stratégie de négociation, nous nous contentons de négocier avec des paquets au lieu d'un article par article. Le groupement d'articles fera des concessions plus équilibrées et trouvera la valeur maximale pour les deux côtés. Découvrez tous les avantages de l'utilisation de forfaits et la façon de démontrer, d'organiser et de préparer votre négociation avec des storyboards dans Négociation en construisant des forfaits.
Negotiation tactics and Planning - A shorter version of NextWidget's package presentation to Fabricorp
Texte du Storyboard
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."