Negotiation Skills Speaker
The Must, Should and Could of Negotiation
As a negotiation skills keynote speaker who speaks on negotiation skills throughout the country, I have noticed a common point of confusion among many negotiators. Whether you are negotiating a deal in Denver, Colorado, Orlando, Florida or Boston, Massachusetts, you need to know the difference between “Must,” “Should,” and “Could.” Confusing those issues could turn the negotiation into a losing proposition for everyone.
The mythological production plant
For the sake of this discussion, imagine a mythological production plant. You can choose any product you can imagine, from rain jackets for pet bunnies to all-natural gelato to reproduction ’57 Chevy carburetors. Your call. After all, I am making you the president of the company and you are on a tight budget.
In any event there is a piece of used equipment you must have to produce it, and there are only a few available. You call those who want to sell you the equipment. You have experience in the industry but not with negotiation.
The Must Have: The must have in this case is a machine that will make what you need. It may be the so-called base model. Maybe its finish is chipped, or a 2019 model or maybe it has been well-maintained with a few repairs, but it will do the job.
The Should Have: The should have in this situation might have features that the base model lacks. The should have machine might have a few extra gauges that better monitors this function or that; perhaps the paint job is flawless and it’s a bit quieter. It might produce somewhat higher output or it has impressive display panels.
The Could Have: The could have machine is the latest and greatest (in fact it was the high-end 2022 model), it has features that are the envy of the industry business writers; the same machine that celebrity uses in her plant; the machine that has Wi-Fi and plays the Macarena three times a day. Its greatest advantage are its efficiency and ease-of-use.
Let the negotiations begin!
How will you go about negotiating for the equipment?
There are numerous questions around the three models. Obviously, the theoretical world is not the world of reality. For example, suppose the piece of equipment is 4 tons and is in Latvia; shipping will become a major issue.
But at its simplest, you are looking at three negotiations. As a negotiation skills keynote speaker, I know it is vital for you to understand the differences. One will satisfy basic needs; one satisfies basic needs and adds some features that would enhance the process, while the third takes the process to a somewhat better level with the idea of state-of-the-art technology.
As you ponder this, remember your budget is limited and questions start to multiply. Negotiation is not a simple process. Suppose the “Could Have” model is readily available but your accountant reminds you that you have a “Must Have” budget. How will you begin negotiations? Suppose the plant manager has read reports on the “Should Have” model, but believes the better choice is for you to negotiate on the “Could Have” machine because it will allow for more efficient production?
What will you do? How will you proceed? You don’t have to do this in the dark. Negotiation is not a simple process; however, anyone can learn. That is where I can help.
To contact Mike Hourigan, Negotiation Skills Keynote and Breakout Speaker, please call Mike today at (704) 875-3030 or fill out the form below.