Negotiating and Closing Planner for Desklib

Negotiating and Closing Planner
Account Name: __________Harry Godwoski ______________ Decision Maker: Janet
_________________________________
YOU OTHER SIDE
Situation: _Balanced Concerns __Transactional
__Relationships __ Coordination
It falls in the quarter of the balanced
concerns because it is a first time client
and has a complete trust in the abilities
of the medium. He should be given this
impression that we are delivering his
HLE's. This approach will give him
customer satisfaction.
__Balanced Concerns __Transactional
__Relationships __ Coordination
Moving ahead in the plain of the
Transactional plain where he is agreed to
the deals I principle.
Negotiating
Style:
__Competitive
__Cooperative
A Cooperative approach of negotiation
is the need of the hour. An impression
should be created that we have an
advertising real estate for his industry
sector and his expectations will be
fulfilled by us.
__Competitive
__Cooperative
Godwoski is following a Cooperative
strategy of the negotiation. It should be
treated as an opportunity to expand the
periphery of the deal by offering him
some value added services on a token
price.
Interests
Targets:
Interests:
1. To add a new client in the kitty of the
company.
2. It is hard earned client and his place
can convert our advertising space into a
coveted space where other players can
also show some keen interest.
Targets:
__Specific opportunity: We can add
more of his presence in our endeavors.
______Other: Nothing specific
__Price: Agreed to the price offered by
us.
__Size of order: Bulk, it is a yearly
package.
__Share of the budget. Nothing specific.
Interests:
1.Want to make his presence felt in the
market created by a rival.
Targets:
__Specific opportunity: It is a walk in
the client that can be converted into a
long-term relationship.
___ Other: Nothing specific
__Price: happy with the pricing
__Added value: Will be happy in case
we offer something.
__Terms: Have an agreement with the
deal that we are offering.
Leverage:
__Favors you
__Favors them
___Favors neither
Leverage: A client earned because of the
reputation that we earned. He can help
us in increasing our price for the future
clients and maintain a healthy rate card
because of the creation of a competition
for space.
Tactics: No specific tactics are required
__________________________
Leverage: Seeking to find a place in a
well-populated market place where he
can directly compete with the other
players.
Tactics: Normal bargaining because he
is striking a first time relationship with
the company.
______________________
BATNAS: BATNA _________________________ BATNA_____________________
Ballpark:
HLE:
Anchor:
Your HLE __Rebates can be offered if
he increases the volume. Or shows some
Their initial offer: Deduction of 33
percent in comparison with rivals.