Creating value vs Claiming value
B2B Commercial Agreements
“Reduce the price from €50 to €45 per unit.”
First example of creating value during a negotiation ❓🤔
Offer a long-term contract for better average pricing.
Second example of creating value during a negotiation ❓🤔
Add extra services (installation, support, training) instead of lowering price.
Third example of creating value during a negotiation ❓🤔
Adjust the product to reduce production costs and share savings.
“Extend payment terms from 30 to 60 days.”
First example of creating value during a negotiation ❓🤔
Offer early payment discounts to balance cash flow.
Second example of creating value during a negotiation ❓🤔
Use staged payments tied to delivery milestones.
Third example of creating value during a negotiation ❓🤔
Create a mutual credit arrangement for future purchases.
“I want to be the sole distributor in the region.”
First example of creating value during a negotiation ❓🤔
Conditional exclusivity based on minimum sales volumes.
Second example of creating value during a negotiation ❓🤔
Joint marketing campaigns to boost sales.
Third example of creating value during a negotiation ❓🤔
Cooperation in launching new products together.
“Lower the minimum order from 1,000 to 800 units.”
First example of creating value during a negotiation ❓🤔
Smaller, more frequent orders to optimize inventory.
Second example of creating value during a negotiation ❓🤔
Combine products from different lines to meet the minimum.
Third example of creating value during a negotiation ❓🤔
Gradually increase volumes over time.
“I want free shipping.”
First example of creating value during a negotiation ❓🤔
Share logistics costs through route optimization.
Second example of creating value during a negotiation ❓🤔
Combine deliveries with nearby clients.
Third example of creating value during a negotiation ❓🤔
Reduce delivery frequency but increase volumes per shipment.