Name: INC & Co.

Number of employees: 22 employees

Years of Operations: 7 years

Business Activity: The main business activity is to create wines that are popular for the
general population without considering specific kind of grapes, years, etc. and sell them to
the retailers, specialty wine stores and costumers

Implementation Strategy:
Create and develop the mockup or the guidelines to follow in order to came up with good
wines, this will make all of us to follow a path and don’t feel lost.
Identify the negotiation with the other party, the sellers, meaning that we will develop a
strategy where we will be focused in what the other parties need a want in order to sell our
product (all this will help us at the beginning of the negation).
Then we will prepare and evaluate our negotiation, in this step is when we will convert all
the data into information. We will begin to prepare for different scenarios that could come
up and we will prepare different action plans.
Also, we will create a negotiation team. We will create a team specialized in negotiation,
and they will deliver reports with the results of the negotiation so we can evaluate them
and learn about our areas of opportunity.
Finally, the implementation, in this step we will need to combine a disciplined preparation
stage with an evaluation of the results obtained in the implementation stage. We need to
have a list and start checking out the box whenever we accomplish our milestones. This way
we can know that negotiation don’t stops until the implementation is done almost like
project management and then as result, we will come up with a great implementation
where both parties will be happy and eager to cooperate again in the future.

Best Practice:
The best practice we need to do to accomplish this strategy is to have a cooperative
mindset. In order to have a negotiation that can create value for both companies ant both
are interested in continue doing businesses within, also having training programs, were we
can teach our team the strategy and give them different tips depending on the negotiation
every person has, with feedback for future negotiations.

Take baby steps. Don’t ask your negotiators to do everything the research suggests at once.
It’s too much and most will resist. Instead, help your folks walk before they try to run.
Practice improves performance. The more your negotiators practice and implement these
strategies, the more likely they will systematically use them. This will help you – and them
– accomplish your mutual goals.
Incentivize their changed behavior. Incentives work. So, create incentives for your
negotiators to implement these strategies.
Patience. Finally, recognize that this will take time, effort and patience – especially patience.
As noted above, modifying behavior is tough. So, don’t expect instant results.