Negotiation

Planning

&

Stages

Planning Planning Elements WHERE WHO WHY WHAT WHAT IF HOW WHEN .Negotiation    Negotiation is a process of moving (self or others) from „No‟ to „Yes‟ – Voluntary Decision Making Claiming Value A Set of activities that involves two or more individuals or parties to come to an agreement for individual and collective advantage.

Perceived Skill Levels.Who Identify and understand clearly about the Parties involved in the negotiation process and fixing our roll to it. Identification Parties Details(To be filled) Buyer Seller Agents / Mediators Arbitrators Decision Maker Influencer Understanding   Our Role: (To Fill) To fill in each parties – Expectations. Cooperative behaviour. Attitude. Parties Buyer Seller Agents / Mediators Arbitrators Decision Maker Influencer Expectations Perceived Skill Levels Attitude Co-operative Behaviour Why Choose from the following / fill – the purpose of negotiation & perceptions towards the same. Purpose Yes/No Business Deal Personal Issue Conflict Resolution Putting a point (Any other reasons‟) .

Take a break and let everyone gain back their composure. Situation Negotiation process is going nowhere. Figure out a solution acceptable to him for the negotiation to continue. Be patient and listen to his comments. Here is a list of situations we might face and action suggestions. Environment is heating up. Other party sets the anchor and you believe it is too high. For every situation we should have a thought through and pre-decide our action to control the situation. Process is going haywire. Other party is not leaving its stance on an issue. What Are we negotiating for? (CNWD) Should be the negotiation plan? (TYPE) Is the best offer for us? (BATNA) Is the available range on the table? (ZOPA) Are the elements & value? (BMx) Is deal breaker for us? (RV) Should be our strategy to claim value in total (TV) If the deal does not happen? (What if) Should be my anchor? (Anchoring) Details What If . Action Attempt to bring the process back on track by focusing on value on the table. Get a third party to control the situation.What In this section we should fill all the details we need to know before entering a negotiation process. Simultaneously prepare for what you need to put forward based on his talk. Other party is not letting you speak. Ignore the anchor value and put your position forward base on the value you believe is fair.How While planning we must be aware of different situations we might face. Focus of discussion is moving towards Try and bring the focus back to .

Negotiation should be done at a time and place where we feel comfortable and there are no external factors influencing our behavior. If forced to allow Concessions interests. Don‟t forget in labelling the concession How. Other party is not being collaborative and has an adamant mind set. When & Where In this part we have to decide broadly on the tone of the meeting.position. Control your behavior and talk in a collaborative vocabulary. Other party is not satisfied with the deal. Agreement for you reaches a point of contentment Solution provided by you is not acceptable to the other party. Formal/Informal Stages of Negotiation Process – Pre Get Information      Systematic Investigative Analyze Innovate Strategize Develop Solutions Identify 7 Key elements . Try to bring negotiation to a closure Look out for alternatives. Ego of parties is influencing the process. Try to separate the problem and people. Explain the value generated for the other party from the deal. Tone Meeting Time Meeting Place Deadlines(if any) Ambience / Arrangements if any Comments on above parameters if any:………………………………………………………………….

Based on other party . common interest.Parties •Interdependent.∑BMx BATNA •Next Best alternative Barriers •Mental limits Power •Perceived .CNWDT Value •Total value of Transaction & Relationship .should be acknowledged by others Ethics •Principles of transaction/ relationship. wish to resolve Interest •Bargaining mix . Trust & Credibility 6 Step Process Identify Bargaining Mix (for Each) Assess Your BATNA Assess your RV Assess Others BATNA Assess Others RV Evaluate ZOPA Advantage: Anchoring – Can open the negotiation nearer to opponents RV Process – Now .

after the exit of agent. Process – Post Revisit the agreement Identify who will do what Decide the time by when to do Decide how to do Identify key indicators to measure the performance of negotiation Create a lessons learned document . if both sides can be made better off. • Get the maximum out of other party‟s ZOPA • Follow principled negotiation methodology • Try and create value for other party as well • Control your emotions • Try to follow the guidelines of What If section Process – Post PSN ? PSS Post Settlement Settlement Though won the agreement with some inefficiencies (some price cuts) due to agent‟s force. if we really have the ability to create additional value (Strong DVP) for the customer we will be in a strong to pitch our proposition once we are dealing with the party that stands to benefit from “hearing us out”. Don‟t assume that we are struck with an inefficient agreement. we can always revise the agreement after we have won the deal.Meeting and time • Choose a neutral place and suitable time Introduction • Icebreaker • Try and set the tone and build rapport • Discover commonalities Process • Try and set the anchor.

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