Chapter 4

Is negotiating about winning, or about understanding?

Thương lượng là giành phần hơn, hay hiểu nhau cần gì?

The chapter's question

In this negotiation, what does each side really need?

Big idea

Negotiation starts long before the final meeting, in how well both sides understand each other's needs.

In this chapter

  1. Part 4.1

    Two Numbers You Prepare

    What is my opening number and my walk-away number?

  2. Part 4.2

    Terms Beyond Price

    Payment terms, duration, scope, which can I concede?

  3. Part 4.3

    When They Push Hard

    When the customer says no discount means no deal, what do I do?

  4. Part 4.4

    Silence as a Move

    After giving the price, can I stay silent?

The reading for this chapter is inside Conan School

This chapter has 4 readings, with case stories and exercises. Chapter 1 of Talking About Price is free to read right here.

Read in Conan School

Chapters of Talking About Price

  1. 1.Is talking price early honest or self-defeating?
  2. 2.Should I ever apologize for my price?
  3. 3.Does discounting close deals, or teach haggling?
  4. 4.Is negotiating about winning, or about understanding?
  5. 5.Once my quote leaves, does it still speak for me?