Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation

Coaching, 192

“Compelling trade,” 133

Competitors/competition

considering price and variables, 55

irrational behavior by, 5, 6, 9

questions regarding, in validation meeting, 98–102

Concessions, 6

Consequences of No Agreement, 15–16, 20, 43–66

agreement zone, finding, 45, 64–65

best practices review, 65–66

common mistakes to avoid, 66

creating value with, 133–36

elements to be considered, 47–48

estimating costs/benefits, 51–52, 56–57

Gap, 133–35, 140, 141, 161

gathering/recording data, 52–53, 57–58

incumbency and, 135

objectivity and, 52

other side’s, 44–45, 53, 55–60, 102–3

power, determining, 45, 60–63

purpose of, 44

sample estimations, 166, 173–76

specificity and, 52, 58

validating, 84–91, 96–103, 169–70, 177–78

your side’s, 44–45, 49–53, 54

Consolidations, 5, 7–10

Contingent contracts, 158

Customers/customer relationships

creating joint value, 32–35

customer satisfaction, 48

high-maintenance customers, 53

long-term aspect of relationships, 5, 6–7, 28

soliciting information, 93

validation meeting preparation, 95–110