The buyer will ask a series of
"what if" questions. What if we doubled the order? What if we cut
the order in half? What if we made it a three year contract? What if
we took this part out? What if we added this element.
Sometimes, the buyer really is interested in these options. However,
it can also be a tactic. If you are the buyer, it can be a very good
way to get an in depth insight into the seller's pricing structure since
the seller must develop new prices and terms for each "what if."
If you are the seller, you must be very careful as to how you answer
the "what if" probes. You must make sure that all of your answers
are internally consistent and that they do not reveal pricing
structure information that you do not wish to share with the buyer.
copyright 1997 - Michael Schatzki
A Master Negotiator
Michael Schatzki is a master negotiator whose high energy,
content-packed Negotiation Dynamics® keynotes, breakout
sessions and seminars draw rave reviews.
Memorable and Entertaining
His Negotiation Dynamics® system offers participants a
powerful set of tools that will give them a critical edge in
organizing and structuring all of their negotiations. His stories,
anecdotes and sense of humor bring to life his powerful
Negotiation Dynamics® system.
Fully Customized
Mike does his homework. He customizes every program, from a 45 minute keynote to a
two day seminar. He learns about your business or industry and tailors the program to
precisely fit the needs of his listeners. The result is that audiences take away ideas,
concepts and approaches that they can use immediately to negotiate the best possible
agreements.
It Works
More than 75% of Mike's programs are for satisfied repeat customers who find him to be
a dynamic, entertaining speaker and trainer. The Negotiation Dynamics® system really
works!
Phone us at:
(888) 766-3530
Fax us at:
(908) 766-5125
E-mail us at:
MikeSchatzki@NegotiationDynamics.com
Visit our Web site:
www.NegotiationDynamics.com
Write us at:
Negotiation Dynamics
79 Page Hill Road
Far Hills, NJ 07931
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