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Negotiation one pager
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Setting the scene
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CustomerWhat is my source of power?What makes us great at THIS negotiation
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Our objectives
Customer objectives
Potential conflict
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Buyer profile
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Buyer name
Buyer DISC profile
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What's the best approach
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Why would they want to do a deal with me?
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Our attendeess
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Meeting Attendees
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Who will do what
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The Numbers
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PRICE SETTINGTry forMinimum likeWalk away Financial no
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YOURS
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THEIRS
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OTHER VARIABLESYOUR TARGETTHEIR TARGETCOMMENTS EG WHAT IS VALUABLE TO YOU AND LESS VALUABLE TO THEM
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Preparation questions
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Things they may askOur responses
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Can you do this exclusively
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How many sales do you have at the moment
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Plans for next year
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Any other products in the pipeline?
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Our questions
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Distribution preferences
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What is the timing for launch
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Can we get online as well as in store?
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What type of promotions can we run?
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Other notes
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