2. Prior to commencing any negotiation, it is
important to know what you may and may not
commit to.
3. If you are a seller, you need to know what your
organisation’s WAP (walk away price) is,
regardless of subsidiary terms and conditions.
4. If your walk away price is lower than the
buyer’s, there is room for negotiation. If
not, there will be no deal.
5. Remember, what you agree to in the
negotiation will be reflected in subsequent
legal paperwork, so you must be certain that
your organisation can deliver.
Training in how to negotiate is critical in
assisting you to determine your negotiating
partner’s absolute limits (such as WAP).
6. Negotiation training will be of great
assistance to help you work out what
areas of another company’s offerings may
be subject to flexibility (open to
negotiation), and which are fixed
(absolute limit).
7. An expert negotiator ensures that all parties
leave the room feeling happy with the outcome.
In sport, there is only win-lose.
The Expert negotiator aims to secure
a Win-Win.
PD Training, 2013
