1、How to prepare a negotiation?,Business skills:,Justin Dawson,Why negotiate?,About two people Each possessing something that the other wants An exchange that both sides get what they want Satisfied Focusing on value, clarity and reciprocal understandings,Negotiation=Bargaining?,Role play,Get prepared
2、!,Know the enemy and know yourself; in a hundred battles, you will never be defeated. Sun Tzu,Know yourself,Know your enemy (competitors),Know the environment,Know your opponent,Information,Knowing the Environment,The political state Religious belief The legal system Business conventions Social cust
3、oms Financial state Infrastructure and logistics system Climate factor,Knowing your opponent,Nature of the company Credit status and financial status Individuals ZOPA: zone of possible agreement,Knowing your competitors,Supply of and demand for the products Information about similar products Technol
4、ogical development trends Market shares of the major producers ,Knowing yourself,Capacities and abilities to provide what the buyer is looking for. Your products performance, price levels, cost composition and market share.,Information processing,Sourcing: sending delegation to get first-hand inform
5、ation or collecting information from various publications, internet and related organizations or trade activities. Processing: analyzing, classifying and filing.,Negotiation planning,Establishing goals Clarifying objectives Prioritizing goals: ideal, realistic and minimum target. Choosing a strategy: avoidance, competition, accommodation, compromise and collaboration Setting an agenda Building ones BATNA Choosing the negotiation place,Negotiation in action,See the given material,Thank you,
