Comments on: Negotiation 101: You have to give to get http://onproductmanagement.net/2007/06/19/negotiation-101-you-have-to-give-to-get/ Tue, 22 May 2012 19:30:38 +0000 hourly 1 http://wordpress.org/?v=3.1.2 By: Life Insurance bloghttp://onproductmanagement.net/2007/06/19/negotiation-101-you-have-to-give-to-get/comment-page-1/#comment-2451 Life Insurance blog Wed, 05 Mar 2008 22:45:00 +0000 http://onproductmanagement.wordpress.com/2007/06/19/negotiation-101-you-have-to-give-to-get/#comment-2451 <strong>Learn facts about the life insurance industry</strong>Information on the life insurance industry Learn facts about the life insurance industry

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]]> By: Quick Links: Don’t ask for what you want when you negotiate « On Product Managementhttp://onproductmanagement.net/2007/06/19/negotiation-101-you-have-to-give-to-get/comment-page-1/#comment-2452 Quick Links: Don’t ask for what you want when you negotiate « On Product Management Mon, 27 Aug 2007 16:06:01 +0000 http://onproductmanagement.wordpress.com/2007/06/19/negotiation-101-you-have-to-give-to-get/#comment-2452 [...] Links: Don’t ask for what you want when you negotiate Alan wrote about negotiations before. Penelope Trunk, in her great Brazen Careerist blog, writes about negotiations: Don’t ask [...] [...] Links: Don’t ask for what you want when you negotiate Alan wrote about negotiations before. Penelope Trunk, in her great Brazen Careerist blog, writes about negotiations: Don’t ask [...]

]]> By: Steve Johnsonhttp://onproductmanagement.net/2007/06/19/negotiation-101-you-have-to-give-to-get/comment-page-1/#comment-2450 Steve Johnson Tue, 19 Jun 2007 22:07:56 +0000 http://onproductmanagement.wordpress.com/2007/06/19/negotiation-101-you-have-to-give-to-get/#comment-2450 What a stitch! Two rules of negotiation: 1) never concede without a counter-concession, and 2) never concede without appealing to higher authority. What I usually forget to mention is 3) concede with something that you value less than the customer does. Don't give away man-days, consulting, training, maintenance, or software that costs more than the concession is worth. Instead, give away documentation (or flagpoles) that the customer values and that you get at cost. What a stitch! Two rules of negotiation: 1) never concede without a counter-concession, and 2) never concede without appealing to higher authority. What I usually forget to mention is 3) concede with something that you value less than the customer does. Don’t give away man-days, consulting, training, maintenance, or software that costs more than the concession is worth. Instead, give away documentation (or flagpoles) that the customer values and that you get at cost.

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