Negotiating Tip #3:
Negotiation Is About More Than Price
While firms still want to get that extra ten percent price change, that’s only one part of today’s competitive picture.
Industry after industry has been turned upside down by unexpected competition that’s come out of left field. Sometimes American firms have been on receiving end of that pressure – think Japanese cars a generation ago. Sometimes U.S. companies have been the ones overturning the apple cart – think what Uber did to the taxi industry.
The lesson for the business negotiator is: don’t just pay attention to the immediate challenge, always keep an eye out for the earthquake that may completely change the industry you are in. That’s why we at Mobus Creative Negotiating teach about how to negotiate value-creating partnerships and long-term relationships, as well as how to haggle for a better price.