Both-Win negotiating is a value creation process. I find
that opportunities to create more Both-Win negotiations increase
dramatically with just a little pre-planning.
Mr. James Sauerwein, one of our senior seminar leaders, recently shared this
announcement message with me. It contains an important message for sellers
and buyers, and is equally appropriate if you are promoting an idea or
concept to a client or co-worker.
Here's the message:
Dear Salespeople,
Thank you for calling on us. We realize that without your support we could
not be successful.
In preparing for your future sales calls, please be prepared to observe the
following:
Teach us something,
Show us something new,
Help us earn a profit for our company,
OR, Please do not call on us.
It is not necessary to call on us only for the purpose of staying visible.
We consider the time we spend with you as an Investment, so each sales call
should include specific, prepared values for our company.
Thank you, and welcome.
If you really want to build better Both-Win agreements, regardless of what
you are negotiating, try to spend some pre-planning time thinking about what
value you can add in the process.
About the Author:
Dr. Chester L.
Karrass brings extensive experience, advanced academic credentials in
negotiation techniques, and over 35 years experience in seminar delivery.
After earning an Engineering degree from the and a Masters in Business, Dr.
Karrass became a negotiator for the Hughes organization
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