Negotiating and
Closing Planner
Account Name: ________________________ Decision Maker:
_________________________________
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YOU |
OTHER SIDE |
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Situation: |
__Balanced
Concerns __Transactional __Coordination |
__Balanced
Concerns __Transactional __Coordination |
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Negotiating Style: |
__Competitive __Cooperative |
__Competitive __Cooperative |
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Interests, Objectives: Targets: |
Interests: Objectives: 1. 1. 2. 2. 3. 3. Targets: __Specific opportunity __Price __Size of order __Share of budget |
Interests: Objectives: 1. 1. 2. 2. 3. 3. Targets: __Specific opportunity __Price __Added value __Terms |
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Leverage: __Favors you __Favors them |
Tactics
__________________________ |
Tactics
______________________ |
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BATNAS: |
BATNA
_________________________ |
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Ballpark: HLE Walk-aways: Price, terms and
conditions
Anchor: |
Your HLE ________________________ Your walk-aways: 1. 2. 3. Your anchor ______________________ |
Their initial offer _______ Their walk-aways: 1. 2. 3. |
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Bargaining Tactics: |
(Good guy/bad guy, e.g.) |
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Opening: __You first __Them first |
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Frames: Positioning: |
Frames
_________________________ Positioning
______________________ (Benefits Matrix) |
Possible frames ___________ Possible positioning
____________ |
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Throw-aways: Concessions: (Effective pattern) |
Throw-aways
____________________ Concessions
_____________________ |
Potential red herrings
_________ |
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Closes: |
Closes
__________________________ (Clincher close, e.g.) |
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