The Painless Negotiation leverages the principles of The Compelling Proposal toturn "negotiations" into straightforward business discussions on how to bestmaximize the value in a deal for both parties. Using just three key concepts, anyonecan accurately diagnose which side has the power, how compelling a deal is and towhom, how to trade to overcome obstacles, and how to frame the "right negotiation"to implement the best negotiation strategy. Negotiating the "right way" then meansensuring we always trade (versus concede) and that no single thing is ever taken offthe table—or agreed to—until the whole deal is agreed to. From the book: "The formalnegotiation is ... where either all the good things you''ve done can pay bigdividends, or all the ''sins'' you''ve committed will have to be atoned for." "Notcreating value when selling and/or failing to ensure value delivery from previouspurchases ... are the primary reasons that deals get stuck at the point ofnegotiation." "While it may seem counterintuitive, it is easier to negotiate a dealwith a dozen deal levers on the table than with just one or two." "How you managethe negotiation with procurement will have a big influence on how the customer feelsabout the deal they make with you."
