Preparation

Preparation

1. key to success

   • 90% of the success of a negotiation depends on your preparation
   • Apply the 5 P’S to your negociation processes
     • A Proper Preparation Prevent from Poor Performances

2. One of the keys to success is self-confidence, and one of the keys to selfconfidence is preparation

3. YOU

   • What is your objective
     • expected outcome
     • WHAT ARE MY GOALS ?
       • Do not just have a vague idea like
         • "I want to increase my sales with this customer"
       • SMART OBJECTIVES
         • Determine a high results and a low result.
           • ZOPA
   • What is your price
   • must know all the parameters on which you can play
     • price
     • payment terms
     • delivery
     • quality of products
     • quantity
   • need to know what you can give in without counter part to conclude the deal
     • need to know what you can give but with compensation and what kind of counterpart.
   • strength and weaknesses
     • in that particular process
   • What is your BATNA
     • No Options No Power

4. OTHER

   • What is the objective of the person I am negociating with ?
   • Is He/She the decision maker?
   • What is her/his negociation style?
   • What are the values of the company?
   • What is her/his BATNA
   • What is the current situation of this person/Company
     • Who are they working with ?
     • Are they satisfied ?
   • Their needs and goals
     • identify what you can offer and anticipate the reaction of the other party
     • determine what they want and what their priorities are

5. process

   • 1. Know what you want
     • expected outcome
     • interests
     • goals
   • 2.Know the other side:
     • whom you are going to be negotiating with ?
     • negotiating style (DiSC©),
     • negotiation skills
     • backgrounds
       • fears
     • hopes
       • aspirations
     • interests
   • 3.Consider the timing and method of negotiations
     • Alter the game
       • win-win problem solving
       • negotiating skilfully using interests, not positions
   • 4.Prepare point by point
     • use pitch and tools
     • build a pitch to support your story
       • prepare documents to convince
         • sales chart, compilation of comments
       • Showing tangible facts is always effective
   • 5. Offer benefits for accepting your offer:
   • 6.Frame your negotiation around one or two key points
     • Keep it as basic
     • keep things on track and reach agreements more efficiently
   • 7. Know your BATNA
     • personal power comes from the ability to walk away
     • Effective negotiators not only know when to walk away, but also how to walk away leaving the relationship intact.
   • 8. Prepare options for mutual gain:
     • Find unique ways for both sides to get their interests me
     • Be creative
   • 9. Listening is the most powerful negotiation skill:
     • help you learn where your interests are shared
     • where they are in opposition
     • get a satisfactory outcome
   • 10.Use the power of the draft
     • put your negotiated agreements in writing.

6. another process

   • 1. What is my expected outcome
   • 2. Who they are ?
     • specificities
   • 3. Who will attend
     • who will be directly present on the day
     • who will have an influence on the discussion
     • What are their interests
   • 4. Where when what
   • 5. What is the dream result
     • goals & target
     • help to define
       • zopa
       • bargaining range
       • Where will I move away
   • 6. Strength & weakness
     • Not limited to
       • name
       • function
     • get into their head to anticipate their reactions
     • Being aware of their strengths
       • avoid going on their ground
     • weaknesses can be kept aside
       • to operate according to your strategy
         • the more details you have the + power you have
       • identify the pressure point
   • 7.Distributive/Integrative bargainning approach
     • Distributive
       • get value to each person + cooperative
       • where the goal is to reach a consensus
     • integrative
       • + competition
       • "What is gained by one is lost by the 'other’.
     • Once you have identified your objectives, you know the other party (their needs, their expectations, their strengths and weaknesses, the competing offer).
     • You must now put in place a strategy to achieve the desired result

7. negotiation process

   • 1. Preparation
   • 2. Separate the people from the problem
     • focus on fact
     • make the difference btw position & interest
     • ask not only the what but the why
   • 3. Distinguish between interests & positions
   • 4. The ideal result or target point
   • 5. The batna
   • 6. The break point or walk away point
     • limit beyond which the negotiator does not want to go
     • moment he prefers to stop the negotiation rather than continue
     • Setting limits even before going into trading is essential for various reasons
       • avoid making proposals or signing agreements that he could not actually afford.
       • serve as a point of reference against which the proposals that are made will be evaluated
   • 7. Zopa
   • 8. First offer :
     • the last element to consider before starting a negotiation
     • People are often reluctant to speak first in negotiation
       • are afraid to make mistakes
       • to reveal, through their first proposal
         • elements that can be used against them
     • being able to place the first offer is an real advantage
       • serves as an anchor for bargaining
       • around which all subsequent offers will be adjusted.
     • A first low bid will determine a low end result
       • first offer should not be too reasonable
       • can be realtively high
         • allow negotiators enough room to negotiate and allow them to make concessions
       • too close to the break point would not offer the negotiator the opportunity to make concessions to his interlocutor
     • a first high offer is a guarantee of a final result of great magnitude
   • 9. It is not only about price
     • strive to never remain only focused on the price
     • widen the scope of the negotiation
       • mode and delivery times
       • payment deadlines
       • duration of the contract
       • after-sales service,
       • Maintenance
     • global aspect will allow you to add value to the process for your interlocutor
   • 10. Conclusion
     • Ask the other person if he is satisfied
     • You will know immediately whether he is sincere or not in his answer

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