Negotiation Power in Action
Öykü Açıklama
A storyboard depicting different types of negotiating power used during a negotiation.
Öykü Penceresi Metni
- Slayt: 1
- PERSONAL
- As the contract is up for renewal, we're proposing a modest, 8% increase in the rate. We can sign the paperwork now, leaving everything else exactly the same. Your day-to-day operations won't change at all.
- OBSTRUCTIVE
- CONSTRUCTIVE
- A Fabricorp azzal kezdődik, hogy tárgyalóik személyes erejét felhasználják konstruktív és akadályozó erejük növelésére. A tárgyalásokat szűk kereteként akarja, hogy kompromisszumként kezelje a nyers számokat.
- Slayt: 2
- NORMATIVE
- Our margins are thin enough to begin with. You know we're good customers, maybe there is a something we can work out.
- A NextWidget tudja, hogy egy kedvezőtlen üzletkötésbe kerülhetnek velük, ha megpróbálják meggondolni az árat. A normatív hatalomra támaszkodva váltják át a tárgyalások fókuszát.
- Slayt: 3
- NORMATIVE
- I understand your situation, but we have the same pressures on our side. The increase isn't arbitrary, it reflects higher costs, some of which we have to pass along.
- A Fabricorp azonban saját normatív érvelésével válaszol.
- Slayt: 4
- NORMATIVE
- Mega Manufacturing's rates are significantly lower than that though. We simply can't justify a large departure from the industry average.
- WALKING
- Frankly, I don't like the idea of the paperwork that would involve, but they might be our best option.
- A NextWidget demonstrálja mind normatív, mind gyalogló erejét, amikor megemlíti a Fabricorp versenytársát. Ez hatékonyan semlegesíti a Fabricorp obstrukciós erejét, miközben elismeri néhány maradványát.
- Slayt: 5
- CONSTRUCTIVE
- We both know only Fabricorp can give you the reliability and customer care that you enjoy right now.
- Remember that shipment debacle last April? Fixing those sorts of problems is what you're buying with a very modest rate increase.
- That's true. I have another idea though...
- In response, Fabricorp once again narrows the discussion to a single issue, but this time centered around constructive power.
- Slayt: 6
- PERSONAL
- CONSTRUCTIVE
- NextWidget prepares to present a package deal that benefits both sides. This uses a different sort of personal power, a capability for creative collaboration, to augment constructive power.
- Slayt: 0
- Hear me out. I think I have a plan that can protect us both against rising costs, and an opportunity to increase profits in the long term.
30 Milyondan Fazla Storyboard Oluşturuldu
İndirme Yok, Kredi Kartı Yok ve Denemek İçin Giriş Gerekmiyor!
