A TOUGH NEGOTIATION

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A TOUGH NEGOTIATION

• price optns svc delvry pnlty
  cancln wrnty terms arbtrn infl
• BLTR 3.65 all 2yr 6mos 10k 10 p/yr
  COD no 15

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A TOUGH NEGOTIATION

• price optns svc delvry pnlty
  cancln wrnty terms arbtrn infl
• BLTR 3.65 all 2yr 6mos 10k 10 p/yr
  COD no 15
• MAV 3.05 all 3yr 3mos 75k 2 pl/2yr 4
  pmts yes 10
• Team 1 ..
• Team 2 ..
• Team 3 ..

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BOLTER ROLES

• Sales Manager
• Recuperator
• Profitability
• No arbitration clause
• 10 limit on price
• reduction
• Sales Representative
• Make the sale - bonus
• Applications Engineer
• Technical features
• Maintenance contract
• Recuperator

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MAVERICK ROLES

• Purchasing Agent
• Bolter lost sales recently
• Delivery
• Stretch payments
• Arbitration
• Price
• Production Engineer
• No recuperator
• No service contract
• Labor in warranty
• Design Engineer
• Friends with sales rep
• Delivery crucial
• Recuperator - personal

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SELLING TEAM TACTICS

• Market research at the negotiation table
• Break, then reconsider your strategy
• Raise your price
• Avoid concessions
• The mouthpiece routine
• Creativity
• Use all the time

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PURCHASING TEAM TACTICS

• Why so high?
• Break, then reconsider your strategy
• No counter-offer
• Start low
• Use all the time
• Good guy/bad guy routine
• Creativity