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A TOUGH NEGOTIATION price optns svc delvry pnlty cancln wrnty terms arbtrn infl BLTR $3.65 all 2yr 6mos 10k 10% p/yr COD no 15%

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Presentation on theme: "A TOUGH NEGOTIATION price optns svc delvry pnlty cancln wrnty terms arbtrn infl BLTR $3.65 all 2yr 6mos 10k 10% p/yr COD no 15%"— Presentation transcript:

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2 A TOUGH NEGOTIATION price optns svc delvry pnlty cancln wrnty terms arbtrn infl BLTR $3.65 all 2yr 6mos 10k 10% p/yr COD no 15%

3 A TOUGH NEGOTIATION price optns svc delvry pnlty cancln wrnty terms arbtrn infl BLTR $3.65 all 2yr 6mos 10k 10% p/yr COD no 15% MAV $3.05 all 3yr 3mos 75k 2% pl/2yr 4 pmts yes 10% Team 1 ……………………………………………………….. Team 2 ……………………………………………………….. Team 3 ………………………………………………………..

4 BOLTER ROLES Sales Manager Recuperator Profitability No arbitration clause 10% limit on price reduction Sales Representative Make the sale - bonus Applications Engineer Technical features Maintenance contract Recuperator

5 MAVERICK ROLES Purchasing Agent Bolter lost sales recently Delivery Stretch payments Arbitration Price Production Engineer No recuperator No service contract Labor in warranty Design Engineer Friends with sales rep Delivery crucial Recuperator - personal

6 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

7 PURCHASING TEAM TACTICS Why so high? Break, then reconsider your strategy No counter-offer Start low Use all the time Good guy/bad guy routine Creativity

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