Anchoring Beyond Price: Negotiate the Deal, Not Just the Number
Table of Contents Price Can Sometimes Become a Weak Anchor The Dimensions You Can Anchor On Service Levels and Performance Standards Innovation and Continuous Improvement Commitments Volume Tiers and Flexibility Delivery Timelines and Lead Times Penalties, Bonuses, and Risk Allocation A Better Opening Question Anchoring Is Multi-Dimensional — Price Is Just One Handle You might also find useful In most negotiations, someone drops an initial number on the table — and suddenly, everything revolves around it.
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Table of Contents Why the First Number Has Disproportionate Power What Anchoring Actually Does The Fear of Going First How to Anchor Effectively Countering an Anchor That’s Not Yours A Word on Reciprocal Anchoring The Bottom Line You might also find useful There’s a number in every negotiation that matters more than any other.
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No Matter Which Side of the Table You Are — Strategic Deals Need Strategic Negotiators
Whether you’re closing multi-million-dollar sales or sourcing critical contracts, one truth holds: Strategic Deals need Strategic Negotiators.
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Managing Rejections in Negotiations: Strategy and Balance
Table of Contents Understanding the Nuances When to and when not to use persuasion Strategic use of persuasion The moment of mindfulness In every negotiation, the possibility of rejection is as real as the hope for agreement.
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