a tough negotiation
DESCRIPTION
A TOUGH NEGOTIATION. qnty price optns svc delvry pnlty cancln wrnty terms arbtrn GMI 1 $1.5 all 2yr 6mos 7.5k 10% p/yr COD no. A TOUGH NEGOTIATION. qnty price optns svc delvry pnlty cancln wrnty terms arbtrn - PowerPoint PPT PresentationTRANSCRIPT
A TOUGH NEGOTIATION
qnty price optns svc delvry pnlty cancln wrnty terms arbtrn
GMI 1 $1.5 all 2yr 6mos 7.5k 10% p/yr COD no
A TOUGH NEGOTIATION
qnty price optns svc delvry pnlty cancln wrnty terms arbtrn
GMI 1 $1.5 all 2yr 6mos 7.5k 10% p/yr COD no
ST.M 2 $2.37 w/o 3yr 3mos 12k 2% pl/2yr 4 pmts yes
software
Team 1 ………………………………………………………..
Team 2 ………………………………………………………..
Team 3 ………………………………………………………..
GMI ROLESSales Manager
Software package
Profitability
No arbitration clause
10% limit on price
reduction
Sales Representative
Make the sale - bonus
Technical Specialist
Technical features
Service contract
Software package
ST. MARY’S ROLESCFO
Japanese lower pricesDeliveryStretch paymentsArbitration clausePrice
Department Manager2nd MRI later
No new software package Labor in warranty
Chief Radiologist2nd MRI nowAll product options
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
PURCHASING TEAM TACTICS
Why so high?
Break, then reconsider your strategy
No counter-offer (when to raise 2nd MRI possibility?)
Start low
Use all the time
Good guy/bad guy routine
Creativity