Episode Notes

I call it the Negotiation Variables Value Mapper - a simple tool based on the principle that in a negotiation we shouldn't give anything away without getting something back in return.

"If you can do this for me, I may be able to that for you"

Of course we can make concessions where and when we need to, however we should trade areas of low cost to us and high value to the customer, in return for any concessions we want to protect our position with aspects of the deal that are of high value to us. These are the things we ask our customer for.

Preparing two lists - 1. what we can ask from the customer and 2. what we are prepared to give them are crucial in this process otherwise we run the risk of giving too much away too soon. Prioritise these lists in terms of cost and value.

If you create this tool and use it consistently it will help you protect your margins and value in the deal.