Our Story

Speaker

Submissions

Advertise

Cart

SUBSCRIBE

The Power of Scripted and Unscripted Negotiations

A confident stance can make all the difference when getting the best out of negotiations. When I was a Seller I can’t tell you how many times a tricky or impatient Buyer would leap ahead of my prepared remarks or presentation materials and start asking questions about my research or proposal figures, completely out of the order or context I had intended to present them. This occurs because a Buyer is trying to knock the Seller off his/her presentation script in a negotiation. This makes the Seller vulnerable to questions that they did not prepare for and opens up many opportunities for the Buyer to save money. Physically and mentally scripting yourself for large or important negotiations has a number of crucial functions and benefits.

Battle Plans for Negotiations

Engaging in an important negotiation without a solid “battle plan” will weaken your ability to solidly deliver on negotiation objectives. In large or important negotiations you must arrive at the bargaining table with confidence and the agility to counter unexpected moves from the other side. Know your plan and the back-up plan.

Make. Work. Better.

This is an exclusive subscriber-only story

Subscribe Today

To discuss re-use of this material, contact us.

Already a Subscriber? Log in.

Reuse and Permissions: Unauthorized distribution, transmission, reuse or republication of any and all content is strictly prohibited. To discuss re-use of this material, please contact: copyright@yourworkplace.ca ; 877-668-1945.

WRITTEN BY
Patrick Tinney
PATRICK TINNEY IS MANAGING PARTNER AT CENTROID NEGOTIATION TRAINING & MARKETING. CENTROIDMARKETING.COM
grieving at work

Planning For The Unexpected

Recently, there were three unexpected deaths of a senior executive: Canaccord Genuity CEO, Paul Reynolds, Survey Monkey CEO, David Sandberg and American Express President, Ed

open-concept

The Open-Concept Dilemma

Rows of long, rectangular desks feature a who’s who of senior managers amid junior staff; marketing departments are seated next to IT and sales staff