Flashcards
Negotiation Process
Cards in this deck (6)
- 11. Identify necessity- Recognise negotiation required
- Build strategy to deal impending negotiation appropriately
- Agree of discussion forum boundaries - 22. Prepare and plan (part 1)- Understand other parties position
- Brief team to ensure consistent negotiation direction
- Identify WIFT (what's in it for them)
- Know your BATNA (best alternative to a negotiated agreement) - 32. Prepare and plan (part 2)- Consider negotiation territory
- Will decision-makers be present?
- Know your minimum acceptable agreement
- Research other party (year-end, markets, company circumstances, etc) - 43. Meeting conduct- Observe pleasantries and protocol
- Build and exchange ideas
- Offer/accept offers
- Watch for devious tricks
- Be aware of cultural issues
- Separate issue from emotion - 54. Agree- Reach an agreement
- Clearly document settlement - 65. Follow-up- Ensure agreement enacted as agreed
- Review outcome and lessons learnt
Information
- Description
- 5.6 explain how to plan and conduct different negotiations (including formal, informal, competitive and collaborative)
- Created by
- Althea Green
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