In this video, learn to construct mutually cooperative negotiation strategies to enable conversations on distributive, or price, and integrative, relationship and process, topics simultaneously. In the customer-supplier relationship, both parties have strong competing interests but must also recognize the opportunity for shared gain.
- (speaks foreign language). … We need to talk. … These are scary words in any language. … It's going to be a tough conversation. … You might not like what you're about to hear. … When you say this to a supplier or customer, … they know you likely have to talk about price. … It's a conversation many of us dread. … You've invested time and energy into your relationship … with this business partner and things are going great, … but your company's profitability matters as well … and a price concession from this client … will make a difference. … Now, not every company sees this tension. … Some just seek the best possible one-time deal. … But if you appreciate the power … of more positive partnerships, … you're faced with a dilemma, … how do you have a tough price conversation … while protecting your relationship? … Start with empathic planning. … In addition to preparing your own information, … put yourself in their shoes. … Understand their profit model, … so you know where they'll feel …
- Coordinating negotiations with multiple parties
- Maintaining long-term relationships
- Making multiple offers
- Being friendly and aggressive in negotiations
- Gender and negotiation