SALES NEGOTIATION PLANNER™

SWOT ANALYSIS NEGOTIATING PARAMETERS

Account: _____________________________
YOUR NEGOTIATION PARAMETERS LOW MEDIUM HIGH CRITICAL THEIR NEGOTIATION PARAMETERS LOW MEDIUM HIGH CRITICAL

Owner: _______________________________
S W RISK PROFILE RISK PROFILE

VALUE VALUE

Close Date: ___________________________

PRICING/ECONOMICS PRICING/ECONOMICS

TERMS & CONDITIONS TERMS & CONDITIONS

Forcast Value:_________________________

O T RELATIONSHIP RELATIONSHIP

Win Probability: _______________________

BUSINESS OUTCOMES MAP

CHALLENGE RECOMMENDATION ASSOCIATED BUSINESS METRICS-THAT-MATTER
QUALIFIERS OUTCOMES (MTM)

9-FRAME QUALIFYING MATRIX FIT MATRIX

HIGH 1
TQ SQ FQ
PFHP GFHP
HPO 2
PROFIT

MPO
PFLP GFLP
3
LPO LOW
FIT

GOOD
POOR

MOTIVATION AND POWER POSITION SCALE 4

YOUR MOTIVATION THEIR MOTIVATION

LOW HIGH LOW HIGH
1 - 2 - 3 - 4 - 5 1 - 2 - 3 - 4 - 5 5

YOUR POWER POSITION THEIR POWER POSITION

WEAK STRONG WEAK STRONG
1 - 2 - 3 - 4 - 5 1 - 2 - 3 - 4 - 5 SALES NEGOTIATION MAP
LIMIT TARGET PROPOSAL

NOTES
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 SALES NEGOTIATION PLANNER™
INDIVIDUAL STAKEHOLDER LISTS & NEGOTIATION ROLE NEGOTIATING LEVERAGE
VALUE TO YOU VALUE TO STAKEHOLDERS

HIGH LOW HIGH LOW

NAME: BASIC ROLE: NAME: BASIC ROLE: NAME: BASIC ROLE:

MOTIVATION SCALE MOTIVATION SCALE MOTIVATION SCALE

LOW 1 - 2 - 3 - 4 - 5 HIGH LOW 1 - 2 - 3 - 4 - 5 HIGH LOW 1 - 2 - 3 - 4 - 5 HIGH

Stakeholder’s Negotiation Role - A C E D Style Stakeholder’s Negotiation Role - A C E D Style Stakeholder’s Negotiation Role - A C E D Style

Stakeholder’s List and Success Criteria Stakeholder’s List and Success Criteria Stakeholder’s List and Success Criteria

Stakeholder’s Perceived Alternatives Stakeholder’s Perceived Alternatives Stakeholder’s Perceived Alternatives

NAME: BASIC ROLE: NAME: BASIC ROLE: NAME: BASIC ROLE:

MOTIVATION SCALE MOTIVATION SCALE MOTIVATION SCALE

LOW 1 - 2 - 3 - 4 - 5 HIGH LOW 1 - 2 - 3 - 4 - 5 HIGH LOW 1 - 2 - 3 - 4 - 5 HIGH

Stakeholder’s Negotiation Role - A C E D Style Stakeholder’s Negotiation Role - A C E D Style Stakeholder’s Negotiation Role - A C E D Style

GIVE TAKE
Stakeholder’s List and Success Criteria Stakeholder’s List and Success Criteria Stakeholder’s List and Success Criteria

Stakeholder’s Perceived Alternatives Stakeholder’s Perceived Alternatives Stakeholder’s Perceived Alternatives

COMPILED STAKEHOLDER LIST STAKEHOLDER ALTERNATIVES BATNA RANK

NON-NEGOTIABLES & LIMITS

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