Painless Negotiation

Painless Negotiation Synopsis

The Painless Negotiation leverages the principles of The Compelling Proposal to turn "e;negotiations"e; into straightforward business discussions on how to best maximize the value in a deal for both parties. Using just three key concepts, anyone can accurately diagnose which side has the power, how compelling a deal is and to whom, how to trade to overcome obstacles, and how to frame the "e;right negotiation"e; to implement the best negotiation strategy.

Negotiating the "e;right way"e; then means ensuring we always trade (versus concede) and that no single thing is ever taken off the table-or agreed to-until the whole deal is agreed to. From the book:

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• The formal negotiation is ... where either all the good things you've done can pay big dividends, or all the 'sins' you've committed will have to be atoned for."e
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• Not creating value when selling and/or failing to ensure value delivery from previous purchases ... are the primary reasons that deals get stuck at the point of negotiation."e
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• While it may seem counterintuitive, it is easier to negotiate a deal with a dozen deal levers on the table than with just one or two."e
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• How you manage the negotiation with procurement will have a big influence on how the customer feels about the deal they make with you."e