a tough negotiation

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