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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Practical Application

Table 5.1 demonstrates the assessment of the power balance in a negotiation.

Table 5.1. Power Assessment
Our SideTheir Side
Alternative sourcesAlternative sources
Alternative currenciesAlternative currencies
  • Plenty available to close the gap

  • Sufficient to close the gap

  • Need to generate/explore

  • Plenty available to close the gap

  • Sufficient to close the gap

  • Need to generate/explore

Alternative skillsAlternative skills

The following case represents a real-life situation that allows you to apply the planning skills discussed so far in this book. Chapter 12 provides an annotated version of the complete Planning Guide, and a blank form is included in Appendix B. In this section, you will have a full practice case including:

  • Background information known to both parties.

  • Buyer’s exclusive information, as represented by the director of telecom for Rough-Rider Outfitters.

  • Seller’s exclusive information, as represented by the senior account representative for Voice Response, Inc.

Case:Contract Negotiation
Parties:Voice Response, Inc., and Rough-Rider Outfitters

Background Information Known to Both Parties

The seller, Voice Response, Inc., is an entrepreneurial electronics firm that designs and produces voice response systems. These systems sort and route incoming phone calls based on digital selection by the caller. When Voice Response, Inc., started 15 years ago, they were the industry leader. Since that time, other electronics companies have captured market share through ...

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