October 31, 202400:23:17

Strategic Negotiations (part 3): The Power of Creating Joint Value

In this episode, Brian Dietmeyer and Dan Sanchez, continue their insightful conversation on the third step of the negotiation process. They explore how to effectively create value based on the information gathered from the buyer. From discussing the importance of presenting multiple options to understanding the key commercial terms, Brian and Dan provide practical tips and examples for successfully creating value in negotiations. Join us as we uncover the secrets to moving from price-focused negotiations to value-focused discussions. Stay tuned for an enlightening conversation on dividing value in the next and final episode of our strategic negotiation series. Welcome to Close Mode!

Timestamps: 

03:06 Divide and create joint value in negotiation.

06:06 Presenting offers strategically to meet customer demands.

09:47 Summarize text: Identify key commercial terms and players.

13:09 Three aspects of offerings summarized in 7 words: Title, solution, commercial terms; Skinny, cheaper solution; Tactical, bare bones, terrible option; First robust, high priced, often rejected; Middle, moved from tactical to strategic.

14:46 Preparation, validation, co-creation, competing, and multiple options.

00:00 Strategic Negotiation vs. Sales
00:19 Creating Value Beyond Price
00:55 Joint Value Strategies
01:42 Trading to Build Trust
02:58 Multiple Offers Strategy
05:17 Beyond Price: Key Negotiation Criteria
07:06 Balancing Risk and Reward
08:11 Titling Offers for Impact
09:33 Structured Offers for Alignment
11:16 What is the strategy for moving clients from a tactical buy to a more strategic buy?
12:40 Keeping Offers Simple