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Victoria Medvec’s Followers (4)
Victoria Medvec
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Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes
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90 Days to Level Up Your Negotiation Skills (90 Days to Level Up Series)
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Decision-Making Without Fear
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* Note: these are all the books on Goodreads for this author. To add more, click here.
“Similar to the rebates we discussed earlier, pre-payment creates a strong barrier dissuading a customer from switching to a competitor. I do not think that you will get prepayment 100% of the time, but I think you can successfully obtain this 25–35% of the time if you ask for it all of the time.”
― Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes
― Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes
“Information is a significant source of power in any negotiation; the more you know about the other side's interests, objectives, and options, the more power you have. Likewise, the more information you have about your own interests, options, and priorities, the more power you have in the negotiation. Information is not the biggest source of power in a negotiation, but it is the source of power over which you have the most control.”
― Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes
― Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes
“I said that it was critical that the incumbent supplier recognize that there was competition and that other suppliers could do the work. Once the RFP was sent, the company noticed that the incumbent supplier's behavior improved dramatically. The supplier was on time with deliverables, their work was better than before, and they were much more responsive than in the past. My client was delighted, thanked me for my work, and asked me to send them my invoice. I stressed to them that we were not finished, though. They were surprised and reiterated that their incumbent supplier was now “behaving,” and they were so happy that they had done the RFP. I repeated that we were not finished yet and added, “You have to cut off a thumb.” They replied, “What thumb? We do not want to cut off a thumb.” I explained that we had to award some piece of business to someone else; if we gave all of the business back to the incumbent, we would only reinforce their perception that my client had no other alternatives.”
― Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes
― Negotiate Without Fear: Strategies and Tools to Maximize Your Outcomes
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