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Negotiating Tactic: Foundation (the Test Order)

Posted by Andrew Hupert on May 23, 2017 10:24:29 AM

Tactics:  Foundation

AKA: Start Small, Slow and Steady, Building Block, Short List, Test Drive

Description: You’re taking a building block approach. Maybe it’s your idea – maybe it’s his.  But someone wants this to be a test drive – or the foundation of a strongerrelationship.

Intent: Build trust – very intentionally, and very slowly.

Sample Usage:  

Bob: “Maybe we’re moving a little too fast here.”

            Alvin: “What are you talking about?”

            Bob: “We’re going from occasional client to full partners pretty quick. What do you say we find a way to test things out a little?”

            Alvin: “ I understand why you would want to do that, but from my perspective it’s a different situation. I’ll do the design work and navigation systems. For a major one-off project we’d have to talk about licensing and residuals. Or pay me standard rates for a job this size – with this kind of IP.

            Bob: “My client’s not going to want to hear about that.”

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Topics: Tactical Tuesday, Tactics, Foundation

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