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Digg It - Never Make a Concession When You're Negotiating Unless You Ask for Something in Return
Power Negotiators know that anytime the other side asks you for a concession in the negotiations, you should automatically ask for something in return. Let's look at a couple of ways of using the Trade-Off Gambit:
o Let's say that you have sold your house, and the buyers ask you if they could move some of their furniture into the garage three days before closing. Although you wouldn't want to let
o Let's say that you have sold your house, and the buyers ask you if they could move some of their furniture into the garage three days before closing. Although you wouldn't want to let
According to USFDA, a combination product is one composed of any combination of a drug and device; biological product and device; drug and biological product
them move into the house before closing, you see an advantage in letting them use the garage. It will get them emotionally involved and far less likely to create problems for you at closing. So you're almost eager to make the concession, but I want you to remember the rule: However small the concession they're asking you for, always ask for something in return. Say to them, "Let me check with my
; or drug, device, and biological product and fixed dose combination would include two or more combinations of drug.
Examples of combination products may in
Examples of combination products may in
family and see how they feel about that, but let me ask you this: If we do that for you, what will you do for us?"
o Perhaps you sell forklifts and you've sold a large order to a warehouse style hardware store. They've requested delivery on August 15-30 days ahead of their grand opening. Then the operations manager for the chain calls you and says, "We're running ahead of schedule on the store co
o Perhaps you sell forklifts and you've sold a large order to a warehouse style hardware store. They've requested delivery on August 15-30 days ahead of their grand opening. Then the operations manager for the chain calls you and says, "We're running ahead of schedule on the store co
lude drug-coated devices, drugs packaged with delivery devices in medical kits, and drugs and devices packaged separately but intended to be used together.
nstruction. We're thinking of moving up the store opening to take in the Labor Day weekend. Is there any way you could move up delivery of those fork lifts to next Wednesday?" You may be thinking, "That's great. They're sitting in our local warehouse ready to go, so I'd much rather move up the shipment and be paid sooner. We'll deliver them tomorrow if you want them." Although your initial inclina
here is enormous increase in the number of combination products entering the market in the recent years. Combination products have proven advantages but fixe
tion is to say, "That's fine," I still want you to use the Trade-Off Gambit. I want you to say, "Quite frankly I don't know whether we can get them there that soon. I'll have to check with my scheduling people, and see what they say about it. But let me ask you this, if we can do that for you, what can you do for us?"
One of three things is going to happen when you ask for something in return:
1
One of three things is going to happen when you ask for something in return:
1
d dose combinations are still in the process of convincing regulatory authority on their advantages over the single ingredient formulations.
Combination pro
Combination pro
. You might just get something. The buyers of your house may be willing to increase the deposit, buy your patio furniture, or give your dog a good home. The hardware storeowners may just have been thinking, "Boy, have we got a problem here. What can we give them as an incentive to get them to move this shipment up?" So, they may just concede something to you. They may just say, "I'll tell accounti
ucts have become life saving products for the pharmaceutical companies who doesn’t have many innovative molecules in their product pipeline and have been inc
ng to cut the check for you today." Or "Take care of this for me, and I'll use you again for the store that we're opening in Chicago in December."
2) By asking for something in return, you elevate the value of the concession. When you're negotiating, why give anything away? Always make the big deal out of it. You may need that later. Later you may be doing the walk through with the buyers of the
2) By asking for something in return, you elevate the value of the concession. When you're negotiating, why give anything away? Always make the big deal out of it. You may need that later. Later you may be doing the walk through with the buyers of the
easingly used in the product life cycle management. Even the companies having product patents are trying to extend their product life cycle through the combi
ouse, and they've found a light switch that doesn't work. You're able to say, "Do know how it inconvenienced us to let you move your furniture into the garage? We did that for you, and now I want you to overlook this small problem." Later you may need to be able to go to the people at the hardware store and say, "Do you remember last August when you needed me to move that shipment up for you? You
nation products and maximize the revenues. But the companies involved in this practice are overlooking that they are burdening the patients both economically
know how hard I had to talk to my people to get them to re-schedule all our shipments? We did that for you, so don't make me wait for our money. Cut me the check today, won't you?" When you elevate the value of the concession, you set it up for a trade-off later.
3) It stops the grinding away process. This is the key reason why you should always use the Trade-Off Gambit. If they know that every t
3) It stops the grinding away process. This is the key reason why you should always use the Trade-Off Gambit. If they know that every t
and physically. They need to rightly judge the benefits of the combination products and they have to even look at the risks involved when combining the produ
ime they ask you for something, you're going to ask for something in return, then it stops them constantly coming back for more. I can't tell you how many times a student of mine has come up to me at seminar or called my office and said to me, "Roger, can you help me with this? I thought I had a sweetheart of a deal put together. I didn't think that I would have any problems at all with this one.
ts. Some of the combination products were well accepted by physicians while others suffered. Companies involved in development of combination products are fi
But in the very early stages, they asked me for a small concession. I was so happy to have their business that I told them, 'Sure, we can do that.' A week later they called me for another small concession, and I said: 'All right, I guess I can do that too.' Ever since then, it's been one darn thing after another. Now it looks as though the whole thing is going to fall apart on me." He should have
ding difficulty in defining their combination products and facing various challenges from selecting a combination to marketing it.
Following aspects would a
Following aspects would a
known up front that when the other person asked him for that first small concession, he should have asked for something in return. "If we can do that for you, what can you do for us?"
I trained the top 50 salespeople at a Fortune 50 company that manufactures office equipment. They have what they call a Key Account Division that negotiates their largest accounts with their biggest customers. These
I trained the top 50 salespeople at a Fortune 50 company that manufactures office equipment. They have what they call a Key Account Division that negotiates their largest accounts with their biggest customers. These
dd to the challenges in developing combination products:
Which markets to tap where the combination products can do fairly well?
Which combination prod
Which markets to tap where the combination products can do fairly well?
Which combination prod
people are heavy hitters. A salesperson at the seminar had just made a $43 million sale to an aircraft manufacturer. (That's not a record. When I trained people at a huge computer manufacturer's training headquarters, a salesperson in the audience had just closed a $3 billion dollar sale-and he was in my seminar taking notes!) This Key Account Division had its own vice-president, and he came up t
cts are meaningful and rational?
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
Which therapeutic categories to select?
Which Combinations can address unmet needs of the patients?
Do combin
o me afterward to tell me, "Roger, that thing you told us about trading-off was the most valuable lesson I've ever learned in any seminar. I've been coming to seminars like this for years and thought that I'd heard it all, but I'd never been taught what a mistake it is to make a concession without asking for something in return. That's going to save us hundreds of thousands of dollars in the futur
tions increase the patient compliance?
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
What would be the developing cost?
How to tackle the risks encountered during combination product developmen
."
Jack Wilson, who produced my video training tapes, told me that soon after I taught him this Gambit, he used it to save several thousand dollars. A television studio called him and told him that one of their camera operators was sick. Would Jack mind if they called one of the camera operators that Jack had under contract and ask him if he could fill in? It was just a courtesy call. Something t
Jack Wilson, who produced my video training tapes, told me that soon after I taught him this Gambit, he used it to save several thousand dollars. A television studio called him and told him that one of their camera operators was sick. Would Jack mind if they called one of the camera operators that Jack had under contract and ask him if he could fill in? It was just a courtesy call. Something t
t?
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
As combination products don't fit into the traditional categories of drugs, medical devices, or biological products, the USFDA is in the process of devel
hat Jack would have said, "No problem," to in the past. However, this time he said, "If I do that for you, what will you do for me?" To his surprise, they said, "Tell you what. The next time you use our studio, if you run overtime, we'll waive the overtime charge." They had just conceded several thousand dollars to Jack, on something that he never would have asked for in the past.
Please use this
Please use this
ping new procedures for reviewing their safety, efficacy and quality.
Professional from academic institutions, pharmaceutical industries, health care indust
Professional from academic institutions, pharmaceutical industries, health care indust
Gambit word for word the way that I'm teaching them to you. If you change even a word, it can dramatically change the effect. If, for example, you change this from, "If we can do that for you what can you do for us?" to "If we do that for you, you will have to do this for us," you have become confrontational. You've become confrontational at a very sensitive point in the negotiations-when the oth
y and representatives from various regulatory agencies are working out to design the regulatory requirements for manufacture and sale of combination products
er side is under pressure and is asking you for a favor. Of course, you're tempted to take advantage of this situation and ask for something specific in return. Don't do it. It could cause the negotiation to blow up in your face.
When you ask what they will give you in return, they may say, "Not a darn thing," or "You get to keep our business, that's what you get." That's fine, because you had ev
When you ask what they will give you in return, they may say, "Not a darn thing," or "You get to keep our business, that's what you get." That's fine, because you had ev
.
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
As there is an increasing trend of the combination products companies manufacturing such products should be able to tackle the problems involved in the de
erything to gain by asking and you haven't lost anything. If necessary, you can always revert to a position of insisting on a trade-off by saying, "I don't think I can get my people to agree to that unless you're prepared to accept a charge for expedited shipping" or "unless you're willing to move up the payment date."
Key points to remember:
o When asked for a small concession by the other side
Key points to remember:
o When asked for a small concession by the other side
elopment. They need to be wiser in analyzing the market trends and the regulatory requirements.
Companies that provide selfless information through particip
Companies that provide selfless information through particip
, always ask for something in return.
o Use this expression: "If we can do that for you, what can you do for me?"
o You may just get something in return.
o It elevates the value of the concession so that you can use it as a trade-off later.
o Most important, it stops the grinding away process.
o Don't change the wording and ask for something specific in return because it's too confrontational
o Use this expression: "If we can do that for you, what can you do for me?"
o You may just get something in return.
o It elevates the value of the concession so that you can use it as a trade-off later.
o Most important, it stops the grinding away process.
o Don't change the wording and ask for something specific in return because it's too confrontational
tion in industry events and feedback to regulatory authorities would be able to face the challenges and will be successful in developing combination products
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