This PRINCIPLE elaborates on STRATEGIES discussed in ‘Preparing Opening Position’ in OPTIONS PHASE. Furthermore, this PRINCIPLE reflects your level of research and analysis undertaken in the OPTIONS PHASE, to arm you with a VALUE ADDING opening strategy. It includes further STRATEGIES on your opening position – high or low, who goes first, your up-front position and packaging (again).
There are 5 strategies for this principle.
Who dares to open?
Who opens the negotiation discussion can matter - there may be an advantage hearing the other side first so that you can adjust your counter position. RONO is fairly neutral on this point. However, the opener has the opportunity of setting the 'in...
To continue reading this section you will need a RONO™ Strategies membership.
Register for instant access to the full RONO™ model, its PRINCIPLES and STRATEGIES for each PHASE of your commercialisation process.