Negotiation answers and planning – Sticky Marketing Club [Video]

Grant Leboff: So of course Michael, one of the times when we all get asked difficult questions in businesses is when you’re in negotiations. And you talk about in your book having these gold, silver, and bronze offerings, which sounds like a great idea to have up your sleeve already. Can you explain a bit about how that works.

Michael Dodd: Yes, I’m indebted to negotiation experts for giving me this, but part of great answers in negotiations is not to just give it a take it or leave it offer, because it may be outside their budget, or outside their expectations… So if you actually think about planning for negotiations, which is as important as planning for any answers that you’re giving to a world-wide media audience or anything else. You want to be thinking well, I don’t want to just say, “Here it is. It’s this much, and have it if you …