How does this affect the rest of your team?
How on board are the people not on this call?
What do your colleagues see as their main challenges in
this area?
QUESTIONS TO IDENTIFY AND DIFFUSE DEAL-
KILLING ISSUES
Internal negotiating influence often sits with the people who
are most comfortable with things as they are. Change may
make them look as if they haven’t been doing their job.
Your dilemma in such a negotiation is how to make them
look good in the face of that change.
You’ll be tempted to concentrate on money, but put that
aside for now. A surprisingly high percentage of
negotiations hinge on something outside dollars and cents.
Often they have more to do with self-esteem, status,
autonomy, and other nonfinancial needs.
Think about their perceived losses. Never forget that a
loss stings at least twice as much as an equivalent gain.
For example, the guy across the table may be hesitating
to install the new accounting system he needs (and you are
selling) because he doesn’t want to screw anything up
before his annual review in four months’ time. Instead of
lowering your price, you can offer to help impress his boss,
and do it safely, by promising to finish the installation in
ninety days, guaranteed.
QUESTIONS TO USE TO UNEARTH THE DEAL-
KILLING ISSUES