“You had to be there.” — This session was not able to be recorded, but our group spent 4 hours in two interactive negotiations: a “one on one” negotiation where all the buyers and sellers had the same facts … and the outcomes were DRAMATICALLY DIFFERENT. (It was like a casino in Vegas!)
There was also a complex TEAM negotiation — requiring each team to be prepared and to align ‘against’ another team and deal with a complex series of variables.
The final product? This session hit home with people:
- Know your BATNA.
- Make the first offer.
- Don’t assume you know what your customer values: Ask them.
- (It’s not always about price.)
- Consider bundling (MESOs) to get better targeting on customer desires.
- Preparation, preparation, preparation. Don’t negotiate against yourself. Keep your ‘north star’.
Dr. Thompson’s slides are available to download below.
You can also share this “hour of power” video series on negotiation skills (with the ‘tall scary lady!’) with your teams:
