Negotiation Cycle: Creative Concessions To Close the Sale

Module Objectives:

Take complete and creative stock of assets to multiply concession opportunities.
Anticipate opponents’ assessment of your assets to prioritize concessions.
Prepare various scenarios according to bundled and unbundled resources.
Assign long term and short term value to assets to prepare for cross term concessions.
Assimilate non-tangibles such as time and image into concession strategies.

Field Work:

For three accounts, prepare a list of concessions you wish to pursue and items you are willing to concede.
Prepare a list of concessions you believe the other side will ask for along with what you should specifically trade for each
Explore these concessions with at least one account contact