Negotiation Outline[BE II]

4,016 views

Published on

0 Comments
0 Likes
Statistics
Notes
  • Be the first to comment

  • Be the first to like this

No Downloads
Views
Total views
4,016
On SlideShare
0
From Embeds
0
Number of Embeds
9
Actions
Shares
0
Downloads
72
Comments
0
Likes
0
Embeds 0
No embeds

No notes for slide

Negotiation Outline[BE II]

  1. 1. Negotiation Outline #Comments<br />iPreparation (p.68)Objectives of the negotiationBest & Worst Case, Bottom LineStrategies: Best order to discuss issuesLikely “Stick Points (problems)”Concessions (advance preparation)What do we know about the other teamIIntroduction (p.69)Names, Roles, Titles (special knowledge/skills)Purpose of Meeting/NegotiationChair of the meeting, Minute (note) takerQuestions (how to manage)IIAgenda (p.71)How to Start/FinishHow long to meet?Meal arrangements (lunch and/or dinner)Travel needs (hotel, airline confirmation, taxi)Agenda itemsTopic 1Topic 2…III Opening/Establishing PositionsNegotiating the AgendaFeedbackPausesQuestionsBody LanguageAny questions, so far / up till nowFinal / remaining questions?IV Clarifying PositionsActive ListeningEffective Questioning“I’d be interested to know more about...”“What exactly do you mean by…”Body LanguageConfirmation“Does that answer your question”Showing Interest“Sure, Please do, Of course”V Managing ConflictAvoiding personal criticismDown toning you r languagePerhaps, maybe…If you could just offer us…I’m afraid…Handling ConflictConflict versus collaboration?VII Making and Responding to ProposalsEncouraging responses: Good Idea…Making proposals and counterproposalsI propose…How about… Why don’t we…I see what you are saying…I can’t agree to that…but…VII I BargainingMaintaining positive communicationExerting pressureIf you can’t.., we will have to look elsewhereI’m afraid we will have to call it a day, unlessMaking concessionsWe could offer you…if…We might be able to….if…We would want….as long as you….IX Conclusion & AgreementSummarizing and agreeing on follow-upConcluding and closingThat brings us to the end of…I think we have covered everything…SummarizingLet’s go over the main points againWe’ve agreed on the following…ConfirmationAny Final / remaining questions?Is that right?<br /> <br /> funnytimes.com/archives/files/art/20080806.jpgnnytimes.com/archives/files/art/20080806.jpg<br />

×