You're ready to negotiate. You've thoroughly analyzed your key issues and incorporated them into what you believe is a strong opening statement. But you forgot to consider the other party's issues.

Before starting the negotiation, delve into what's important to those on the other side. For example, a sales team launching a new product needs to consider their customers' initiatives, which could include their motivation for buying the product and desire to learn more about it.

By linking the other side's issues to your issues, you can develop a robust opening statement that controls the agenda, sets the tone for the dialogue and properly structures expectations--paving the way for an agreement both parties can embrace.

One client used this approach to develop proposals that set the right expectations with customers worldwide and secured $19.5 million in new contracts and $49 million in projected contracts while significantly lowering its costs.  

Find out how to enrich your opening statements. Contact us and reserve your seat for our webinar (see below). 

Learn the keys to crafting powerful opening statements by joining John Leehman as he leads an interactive webinar on Friday, Oct. 23, 11:30-12 EDT.  

Register now (enter event #: 667429029 & then "join now"). Feel free to suggest topics for John to cover by emailing us.