This is a 1-on-1 first interaction negotiation between John, a senior sales manager of high-end, state-of-the-art laptops (Boost computers), and Cindy, a procurement manager of a business consulting firm. Cindy has invited John to discuss his proposal to sell 50 of the latest technology computers.
• Value discovery, value creation and value claiming • The difference between interests, options and positions • Positional bargaining and its risks • Preparing and prioritizing interests • Creating options • Managing the risks of information disclosure • Identifying and using sources of legitimacy • Power in negotiation versus negotiation power (alternatives)
- B2B negotiation
- Sales negotiation
- Pricing negotiation
- Procurement negotiation
- Negotiation under time pressure
- Managing information asymmetry
- Value discovery, value creation, value claiming
- Alternatives and power perception
