Negotiation - Planning for success

In any type of negotiation in the planning stage is probably the most important. Too often we go in badly prepared and end up giving concessions that reduce the overall profitability of the final contract. The importance of planning is to have a very clear idea before entering into negotiations for such

o What are my goals?

Ø What does the other party wants to achieve?

What information or influence the final outcome of the negotiations?

concessions or What can I do?

o How do I achieve my goals?

What part will other people think or play in negotiations?

Generally, the more time you spend in planning and preparing for the negotiation,
the most beneficial will be the final result.

Objectives:

Before entering into negotiations, you must have a clear idea of ​​objectives
and try to solve those of the other side. Ask yourself the following questions:

o Who exactly what I get from this deal?

o Which of my goals:

- I have to achieve?

- I'm not going to achieve?

- I'd like to achieve?

Ø What are the options or alternatives would be acceptable for me?

Ø What are the other sides. objectives?

o How do the other side see the negotiation?

Information:

It is often said that information is power. In any negotiation, there will be four types of information that is important for the final result.

o What information do I need the other party is?

o What information do I need that the other did not?

Ø What information do I need before negotiating with the other side?

o What information does the need for the other side before you can negotiate with me?

This may be particularly important when negotiating with people who focus
on matters of price.

o What other things are important to this person?

What he or pressure on him to close the deal?

o How well is your company doing now?

o How important is dealing with my company? etc.

The early stages of negotiation are made by both parties to find more information
before talking about a specific transaction or a series of alternatives. For example, if you find
the other side has a timeout that only your company can satisfy, can give
the ability to negotiate the most favorable price. If you know that the other side
has recently expanded its production capacity, you may be able to negotiate more
favorable conditions in exchange for a commitment to buy some volumes of an agreement
period of time.

To pass the time as part of the preparation by listing what they already know and
What you need to know, will give you the best chance to negotiate well
your company name.

Concessions:

Negotiation is a bargaining process with which an agreement is reached between two
or more parts. It 's rare in talks to reach an agreement now or
each side for the same purpose. More often than not, they must
be developed in which the concessions are given and received, and this is the area where
the profitability of the final result will be decided.

When preparing for the negotiation, you should write a realistic assessment
how we perceive the end result. Discover the limits of their authority within
the negotiation and decide what you are willing and able to grant, in order to
reach an agreement that satisfies all parties.

Concessions have two elements: the cost and value. And 'possible during negotiations to
Top issues that have little cost to you, but they have great value for the other side. This
is the best kind of concession to make. Avoid, however, conceding on issues
have a high cost for whatever their value to the other side.

During the preparation for negotiations, ask yourself the following questions:

Ø What is the best deal they could realistically achieve in this negotiation?

o What is the likely outcome of the negotiations?

or what is the limit of my authority?

At this point or should I go?

o What concessions are available to me?

or what is the cost of each license and what value does each have on both sides?

Strategy:

The planning strategy is important in negotiation. Once you know your objectives,
you must understand how you are going to achieve them. It is also useful to try and
see the negotiation on the other side and try to understand what will be their strategy
be.

Throughout the negotiations, it will be possible to use various tactics and you
need to decide which of these you feel comfortable and at the same time recognize the tactics used by the other side. Ask yourself the following questions:

o How do I achieve my goals in this negotiation?

Ø What is the strategy likely to be the other side?

o What tactics should I use in the negotiation?

o What tactics are likely to use the other side?

And finally - Tasks:

If you go into negotiations with a colleague or colleagues, you need to decide when
the phase of preparation:

o What role will each team member take in the negotiation?

o How can we work together more effectively?

Some teams of negotiators appointed team leaders, notes taker, and observers
specialists, each with its own authority and clearly defined roles to play.
Having a clear understanding of roles within the negotiations will make the team
much more effective approach.

Jonathan Farrington .......