In questa strategia di negoziazione, ci immergiamo nella contrattazione con i pacchetti invece di voce per voce. Raggruppare gli elementi farà concessioni più equilibrata e trovare il valore massimo per entrambe le parti. Scopri tutte i vantaggi dell'utilizzo di pacchetti e come per dimostrare, organizzare e preparare la negoziazione con storyboard in trattativa con la costruzione di pacchetti.
Negotiation tactics and Planning - A shorter version of NextWidget's package presentation to Fabricorp
Testo 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."