tags - negotiationblockers
Step 1 to overcome blockers when introduced from below:
Negotiate an agenda that if you can solve their problems, meet their budgetary restrictions, and if they like what they see - they will take us to the decision maker with their recommendation. If they don’t like what they see, they can just tell us no and we’ll go away.
“Mr blocker, I’m not sure that what I’m going to show you is what you’d choose to recommend. And if you don’t like what you see, just tell me no and I’ll go away. But if you do like what I show you, all I ask is that you allow me to represent myself and my proposal - with your endorsement - to your committee. Fair? Fair? Fair? (3+)”
99% of the time, if you set that agenda and stick to it, your adversary blocker will allow you to do that because they will feel comfortable that you’ve solved the problems of the negotiation.
If they won’t accept that, it may be for one or more of the following reasons:
- Their job may be at stake and they’re afraid of making a mistake
- They may not comfortable with you and don’t want to be aligned with you
- They may be afraid you’ll upset the committee
- They may not like your product or service
- They may not be capable of saying because they’re afraid of being aggressive and hurting your feelings
- They may have a hidden agenda
If the adversary won’t accept this agenda, move on to step 2: 202105111031
[#campnegotiationsystem]: Jim Camp: Negotiation System, Camp Negotiation Systems, Inc. Session 21: Eliminating the Wildcards in the Decision Process, 17:00