Mike McCormac presents a simple five step framework to enable successful international negotiations. To see the accompanying video, go to http://www.business-survival-skills.com/international-negotiation/
NEGOTIATION FROMAN INTERNATIONAL PERSPECTIVE Mike McCormac Business Growth Consultant
WHAT IS THE BIG FACTOR? Two styles of business relationship Transactional Relational“Fulfil the Contract” “I trust you”
THE NEGOTIATION MODEL What is the Goal?Analysis Options Action
GOALSWhat is YOUR goal? What is THEIR goal? Nothing else matters What do they want? Are your actions taking you Can we meet that? towards your goal? Are there any personal Goals should be SMART motivations or goals to consider?
ANALYSISPeople Perceptions and Options interests Who are their “Make the pie people? What is a start point bigger” Are they both sides agree? What has more value empowered? Where are the gaps to them than us? Any third parties in perceptions? What has more value who could influence Any ‘standards’ that to us than them? them? can be applied? What can be traded What cultural or linked? differences? What is their style?
OPTIONSBrainstorm Risks What is a great outcome? The “bigger the pie”, What are your risks the better and how could you Are there other ways manage them? of looking at the The more options, the “bigger the pie” What risks will they same facts? want to avoid? How can our Crazy options are not always so crazy How could you help proposition be made them manage their most appealing? risks?
ACTIONHow is the Commitment in Keep thingsnegotiation run? baby steps moving along Position peer-to-peer A small ‘yes’ is easy, What’s the next a big ‘yes’ is hard step? Be clear who is marking who Get commitments in What’s the deadline? the way they make (You’re NEVER in a Try and have an commitments hurry!) observer to watch body language Are you sure they’re Who is going to do committed? what? Listen more than you speak Keep things moving
SUMMARYPreparation is everything The international dimension Aim for no surprises Try to get them to prepare as Be sensitive to different cultural much as you do factors Think harder about their perceptions and try to test your thinking Use as much as you can of their approach and standards
THANK YOUKeep in touch!• Mike McCormac LinkedIn Twitter @mikemccormac Email email@example.com