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Closing strategies

In the OUTCOME PHASE and depending on its complexity, sealing the deal may turn out to be the most commercially sensitive and time consuming phase of the commercialisation process. This PRINCIPLE alerts you to strategies for managing the finer details of the negotiation and to be aware of surprises at this late stage of the commercialisation process. It addresses the skill of knowing when it is time to strike the deal, managing the ‘small stuff’, using deal sealing late concessions and, for corporate negotiations,the need to keep management advised of developments.

There are 5 strategies for this principle.

Deal striking timing.
RONO™ notes that the final phase of the negotiation can be the most difficult part of the commercialisation process. In the process, RONO™ advocates one of the critical skills in negotiation is knowing when it is time to strike the deal. There can...

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