| Your negotiation position is stronger than you | | | | Two of the program is "Aggressive Preparation". I |
| think. Here's why: every great business turns out | | | | did a workshop not long ago for a client in |
| a bunch of unheralded, behind the scenes, great | | | | Michigan. During the Free Givebacks exercise we |
| activities that you most likely take for granted. | | | | identified 2 very powerful strengths: 1) 24-hour |
| You just do them because your culture demands | | | | order fulfillment turnaround and 2) a perfect 40 |
| excellence. They're part of the foundation. You | | | | year history of quality. Their competition isn't |
| walk past them without even noticing. | | | | even close. This company is a premium supplier of |
| It's time to take notice. These are real strengths. | | | | higher priced products that enjoys dominant |
| Advantages. Golden bits of value known as Free | | | | market share....but they weren't reminding their |
| Givebacks. "Free" because you just do them, but | | | | customers, suppliers and themselves of these |
| never charge for them. | | | | strengths. They are now. |
| Free Givebacks are great negotiation tools | | | | Our negotiation philosophy is to strive for a "Both |
| because they separate you from the other guy. | | | | Grow" outcome in which both sides gain. And |
| I do a lot of on-site negotiation training as part of | | | | while negotiations are not competitions, they are |
| my business. There is a Free Givebacks | | | | competitive by nature. There's nothing wrong with |
| interactive activity that's one of the most valuable | | | | honestly and effectively touting your Free |
| and revealing aspects of the training. Segment | | | | Givebacks...because if you don't, no one else will. |