Countering a Low Offer
Эту раскадровку можно найти в следующих статьях и ресурсах:
Как Подготовиться к Переговорам
Натанаэль Охуйсен
Это наше руководство к переговорам с раскадровки. Планируйте свои следующие переговоры с такими инструментами бизнеса, как SWOT, Johari Window, BATNA и т. Д. Использование раскадровки в вашей подготовке полезно для обмена идеями с коллегами и другими участниками переговоров.
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Описание Раскадровки
A narration of the package deal NextWidget will offer to counter Fabricorp's anticipated low-ball offer
Текст Раскадровки
- 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.
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