In a negotiation, you are in a powerful position only if you are ready to walk away:
- What do you do if you can’t agree and find ‘common grounds’?
To have maximum impact, you need to understand the next best alternative of your customer:
- Ask questions
- Understand what the competition has to offer
Remember: if you have to make concessions, try to ‘trade’ resources:
In a conflict situation: don’t use emails, they just lead to disasters (misunderstanding, aggressivity etc)