Painless Negotiation

The Painless Negotiation leverages the principles of The Compelling Proposal to turn &quote;negotiations&quote; 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 &quote;right negotiation&quote; to implement the best negotiation strategy. Negotiating the &quote;right way&quote; 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: &quote;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.&quote; &quote;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.&quote; &quote;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.&quote; &quote;How you manage the negotiation with procurement will have a big influence on how the customer feels about the deal they make with you.&quote;