Negotiating and Closing Planner: Godwoski Jewelry and DailyNews.com

This assignment presents a detailed negotiation and closing planner, focusing on a sales scenario involving DailyNews.com and Godwoski Jewelry. The planner outlines the situation, negotiating styles, interests, targets, leverage, and BATNAs for both parties. It analyzes the negotiation approach, including information-based and relationship-based strategies, and assesses the negotiating styles of the involved parties. The assignment also covers tactics, frames, positioning, and potential throw-aways and concessions. The analysis includes benefit matrices for both clients, Sy Abell and Harry Godowski, and the assignment provides a comprehensive overview of the negotiation process, including the opening, positioning, and closing strategies. The planner aims to create value and secure a competitive advantage, adhering to negotiation principles such as not discussing price until ready to close and setting deadlines for offers.

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.

Walk-aways:
Price or terms and
conditions
interest in new properties.
Your anchor: Exclusive presence on
some venues of the advertising and the
best deal for a popular ad spot.
Your walk-aways:
1. It is a clean deal unless something
drastic happens.
2. Last minute changes in the plans of
the customer and we are not ready for an
answer.
______________
Their walk-aways:
1. Fair deal
2. Terms and conditions are already
settled.
Bargaining
Tactics:
1. Good results from the
advertising on the page and
presence on multiple vehicles
for a brand positioning.
2. Extensive coverage in a cost-
effective package.
1. Happy with the deal may ask for some
additional benefits like additional spots
during the festival etc.
2. He can also try to entice us by
increasing the amount of the budget and
look for more spots at an affordable rate.
Opening: __You first __Them first
Frames:
Positioning:
Frames: Introduction to the page, how
other players got the worth of their
money on the same platform.
_________________________
Positioning: Humanizing the brand.
Showcasing the personality of the
company.
Development of the brand authority
Development of the brand equity
Possible frames: Concerns related to the
presence of other players.
____________
Possible positioning: Bulk order from a
walk in client.
Throw-aways and
Concessions:
(Effective pattern)
Throw-aways
1. The tie-up with the music concert.
2. An opportunity to touch radio
advertising under the same package.
Concessions
1.
Potential concessions
1. Not needed in the current deal.
2. Can ask for a roadblock on the page
for some days as a value-added
proposition.
Closes: Closes: Welcome to an advertising club
which has a track record of framing
interesting success stories in the past.
(Clincher close, e.g.)