11 Responses

1. sorry………..it’s late on Sunday night………

   "…with clients who are aggressive or won’t budge from their negotiation stance….."

   Tactic 1 ~Brinksmanship

   Tactic 2 ~Walk away….they are a client you can probably do without!

   This probably doesn’t help much but I stand by it as sound "advice"

   Rus

   http://www.coach-and-courses.com

2. Negotiation

   Make effective use of the PIN triangle, do your background research, find the weak spots and push on them.

   If this is a potential client of yours then I would suggest the sales process that is going on here isn’t going to give you a good client to work with IF you do get the business.  

   If the question is related to a workshop your developing please get in touch via PM.

   — Thanks Andrew Miller

3. PIN

   "Make effective use of the PIN triangle"

    

   Anyone willing to share "The PIN Triangle"?? Google doesn’t seem to know what it is?

   Thanks

   Steve

    

4. A place to start

   Hi Niki,

   A possible place to start might be with "BATNAs" (Best Alternative To a Negotiated Agreement).

   You might also want to look at a couple of books: "Getting Past No" and "Getting to Yes" by Roger Fisher and William Ury

   Good luck – it sounds tough!

5. PIN Triangle

   Position – what are the two opposing positions

   Interest – what areas of mutual interest does each party have have. These provide the basis for talking

   Need – what areas of NEED to do each party have for the other.

   Draw a triangle and then draw another triangle intersecting the first so you have two overlapping triangles.  As the communications and negotiation goes deeper there is more interest and then more need for each other.

   This is the basis for great negotiations.

    

   — Thanks Andrew Miller

6. PIN Triangle

   Position – what are the two opposing positions

   Interest – what areas of mutual interest does each party have have. These provide the basis for talking

   Need – what areas of NEED to do each party have for the other.

   Draw a triangle and then draw another triangle intersecting the first so you have two overlapping triangles.  As the communications and negotiation goes deeper there is more interest and then more need for each other.

   This is the basis for great negotiations.

    

   — Thanks Andrew Miller

7. Thanks

   Thanks Andrew

   Tempted to post a "favourite anacronym" question…

    

8. Something else to offer

   Niki

   Depending on what it is they are not prepared to budge on eg price, start to talk about something else. So if they won’t move on price perhaps they would be prepared to guarantee additional work. Also, there may be reasons for them taking up a position that could do with being explored and tested for the validity via further questioning.

   Good Luck

    

   Penny

    

    

9. Thank you

   Thanks to everyone for your recommendations.  They have been very helpful

   Best regards

   Niki

    

    

10. Long-term strategy

    One more tip as a long-term strategy would be to go to school to get some negotiations training under your belt. Such training really comes in handy when dealing with a difficult client.

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