Managing status in negotiation, Part V
Finally, before and during negotiation, learn from similar situations in your or a different industry. What did the parties do to achieve favorable outcomes?
A franchisor haggling on price can present a tremendous negotiating opportunity for the marketing company. The marketing company can give an acceptable discount in exchange for a longer contract term with stringent conditions for the disconnect. Analogs exist. Learn from them.
A deal may not be perfect. But, your odds of reaching an attractive agreement improve when you know that that your goals match outcomes earned by others in similar circumstances.
Satish Mehta
