The Painless Negotiation

<p><em style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)>The Painless Negotiation</em><span style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)> leverages the principles of </span><em style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)>The Compelling Proposal</em><span style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)> to turn negotiations into straightforward business discussions on how to best maximize the value in a deal for both parties.</span></p><p><br></p><p><span style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)>Using just three key concepts anyone can accurately diagnose which side has the power how compelling a deal is and to whom how to trade to overcome obstacles and how to frame the right negotiation </span><span style=color: rgba(0 0 0 1)>to</span><span style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)> implement the best negotiation strategy.</span></p><p><br></p><p><span style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)>Negotiating the right way then means ensuring we always trade (versus concede) and that no single thing is ever taken off the table-or agreed to-until the whole deal is agreed to.</span></p><p><br></p><p><span style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)>From the book:</span></p><p><br></p><p><span style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)>The formal negotiation is ... where either all the good things you've done can pay big dividends or </span><strong style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)>all the 'sins' you've committed will have to be atoned for.</strong><span style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)></span></p><p><br></p><p><span style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)></span><strong style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)>Not creating value when selling</strong><span style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)> and/or </span><strong style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)>failing to ensure value delivery from previous purchases</strong><span style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)> ... are the primary reasons that deals get stuck at the point of negotiation.</span></p><p><br></p><p><span style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)>While it may seem counterintuitive it is </span><strong style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)>easier to negotiate a deal with a dozen deal levers</strong><span style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)> on the table than with just one or two.</span></p><p><br></p><p><span style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)>How you manage the negotiation with procurement will have a big influence on how the </span><strong style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)>customer feels about the deal they make with you.</strong><span style=background-color: rgba(0 0 0 0); color: rgba(0 0 0 1)></span></p>