Choose Your Frame
By Stephen Kozicki
Negotiations in the B2B world are becoming more and more complex. With each level of complexity there is increased risk. How can you manage this increased risk and still chase opportunities to increase your business results, increase your market share and build barriers to competition?
In negotiations you will need to help the other party manage the risk to changes in their business. How you frame the risk will determine how the other party views the risk and what they will reference it against, either as a loss or as a gain.
Where there are insurmountable differences of opinion on the outcomes of a negotiation, consider using a contingent agreement to find resolution. Make sure that you have processes in place to manage compliance to your agreement.