Trade for support terms instead of begging for a discount
Use interest-based bargaining to identify a ZOPA beyond price when negotiating with a vendor.
The vendor says the price is fixed. Nina still has variables to trade. Which opening gives Nina the best shot at a workable ZOPA? If you cannot lower the price, I need to speak to your manager. Escalation may be useful later, but as a first move it narrows the conversation to authority and price. It does not test interests or package trades. Our budget is $28,000. Can you help us out? Plausible, but too soft. It names a constraint without offering a trade or anchoring a package the vendor can evaluate. We can sign this week at $28,000, or…
Sign up free — one personalized lesson every day, matched to your role and goals.
Already have an account? Sign in