Monday, November 7, 2011

Win-win negotiation

Just out of a great meeting with the CEO of a potential partner company, gaining us access to a new industry vertical...

Part of the key to success here is going to be following the principles I got taught years back in the classic book Getting to Yes where the simple message is to look for what they call "win-win" situations: look for a way in which each party to an agreement is going to get something out of the result.

By making sure that the customer gets what is needed, at a great value price; and each of the other parties in the distribution and delivery chain also gets the opportunity to make money, then there is the set of necessary incentives to build mutual success.
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