Planning for negotiations , Other Management

Assignment Help:

Planning for negotiations 

A complex negotiation requires specific planning to be successful. Without planning, a negotiator cannot possibly have the information required to effectively argue with a strong stand in a complex negotiation. Sufficient time needs to be committed upfront to the planning for a complex negotiation. Planning negotiation includes: 

  • Establishing specific objectives and also the range of those objectives. Objectives may need to be categorised as „must have? and "would like to  have?. Although building relationship is important, the parties should not be afraid to isolate the most important objectives and areas of concern, and put them on the table for discussion at an early stage. After the objectives have been stated, you have to make sure that they remain the primary focus of the negotiations. You should avoid getting lost in details and contractual languages, and should be flexible enough to consider alternative methods for achieving objectives and overcoming concerns. Nothing brings negotiations to halt faster than one partner?s proposal of final plans or offers that, at least in the eyes of the other partner, must either be accepted or rejected without much discussion. Failure to do this will lead to agreeing to something that is not in your company?s best interest, or delaying the negotiation process.  
  • Ensuring the right people are negotiating. Participants involved in the negotiation process should include all persons who will have substantive responsibilities in executing  the relationship, as well as representatives of senior management with authority to make commitments on behalf of each party. It is also wise to pay careful attention to the rank and status of negotiators for the other side.
  • Analysing the other party's strengths and weaknesses as well as your own.  This will help you to formulate convincing arguements or support for your arguements. You should also identify areas of flexibility within the arguement points. Gathering sufficient information about the other party is very important. This may not be difficult for items which you are already purchasing. Otherwise, you must peruse trade journals, government reports, annual reports, commercial databases, Internet or resort to direct enquiries to supplier?s personnel. 
  • Understanding the other party's needs for example, if supplier desires market share and volume, he will want the whole contract and not part contract. If supplier is supplying for your business for the first time, it would be preferable to create a small  contract with an eye on future business. 
  • Differentiating between facts and issues.  Facts are reality or truth which cannot be negotiated about. Issues are items or topics to resolve during a negotiation and are to be identified in advance. 
  • Establishing a position on each issue. The negotiator should develop a range of positions on an issue  -  a minimum acceptable position, a maximum or ideal outcome, a most likely targeted position. 

Related Discussions:- Planning for negotiations

Purposes of research, Purposes: Description, exploration and explanat...

Purposes: Description, exploration and explanation are three main purposes of survey approach. a) Description: Surveys are frequently conducted for the purposes of ma

Current awareness service - information behaviour, Current Awareness Servic...

Current Awareness Service (CAS)  For any active researcher it is absolutely essential that he keeps himself up-to-date in the field of his work. In addition, he is also requir

Output of quality assurance process, O u t put of quality assurance proc...

O u t put of quality assurance process The outputs of quality assurance process are: O rganisational process assets updates: elements of organisational process ass

Understanding the highways and byways of subjects, The majority of the quer...

The majority of the queries/questions that LIS personnel will have to deal with are about subjects. An answer to such a query, in whatever form it may finally be presented to suit

Explain sources of solid waste within a community, Question: (a) List ...

Question: (a) List and explain five sources of solid waste within a community. You are required to provide examples of the types of solid waste generated from each source.

Introduction to internet, Internet - Definition   A great majority of p...

Internet - Definition   A great majority of people are now aware of the existence of Internet But, many of them have perhaps a some what misguided view of what the Internet rea

Discuss the significance of world heritage sites, QUESTION World herita...

QUESTION World heritage sites are identified as sites of outstanding global values that should be preserved for all humanity. Sites will be preserved for future generations and

Macrowriting, Macrowriting This term discover issues in written documen...

Macrowriting This term discover issues in written documents that have to do with the document as a whole. Important macrowriting parts include the overall company logics there

ASSIGNMENT , How will you influence people to strive willingly for group o...

How will you influence people to strive willingly for group objectives in your organisation(Target based industry) ? apply your interpersonal influence through communication proces

Communities of practice - differ and structure, Communities of Practice Dif...

Communities of Practice Differ and Structure Though a neighbourhood is called a community, not every community is called Community of Practice. Similarly, not everything which

Write Your Message!

Captcha
Free Assignment Quote

Assured A++ Grade

Get guaranteed satisfaction & time on delivery in every assignment order you paid with us! We ensure premium quality solution document along with free turntin report!

All rights reserved! Copyrights ©2019-2020 ExpertsMind IT Educational Pvt Ltd