From the course: Strategic Negotiation
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Sequencing a deal in a negotiation
From the course: Strategic Negotiation
Sequencing a deal in a negotiation
- There's a sequence to every deal. The reason sequence matters is you don't want to give away things too early in the process. It's okay to come to terms on a point and then pause and then say you know what, let's come back to this later and let's negotiate a different point in this deal. When you can create a story line that makes your position make sense and make it seem like the right thing to do at every step of the way, your odds of being successful in a negotiation go up. Understand too, your counterpart is going to have their own story. Let me show you how this works. I was doing a deal where I was trying to sell some training courses and what that included was course delivery, coaching, development of content, some customization, an intellectual property license, payment terms, and insurance and discounts and pricing for future courses. There were a lot of components to this deal. The one that mattered the most to me…
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