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Understanding your customer(s)

Critical in the OPTIONS PHASE is the need to check and understand the customer’s drivers. In this PRINCIPLE, RONO™ proposes that you keep a check on the other party’s negotiation position and its drivers. Put yourself in your customer’s shoes, recognise the need for scenario building, and watch the competition.

There are 5 strategies for this principle.

In the customer’s position.
In the RELATIONSHIP PHASE the need to come to terms with the customer’s ‘drivers’ was emphasised. A fair understanding of where the customer is coming from and what he really wants should be fairly clear by now. In the OPTIONS PHASE you need to ...

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