How-to-prepare-a-negotiationPPT课件

1、How to prepare a negotiation? Business skills: Justin Dawson 1 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 2 Negotiation=Bargaining? Role play 3 Get pr

2、epared! 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 4 Knowing the Environment The political state Religious belief The legal system Business conventions Soc

3、ial customs Financial state Infrastructure and logistics system Climate factor 5 Knowing your opponent Nature of the company Credit status and financial status Individuals ZOPA: zone of possible agreement 6 Knowing your competitors Supply of and demand for the products Information about similar prod

4、ucts Technological development trends Market shares of the major producers 7 Knowing yourself Capacities and abilities to provide what the buyer is looking for. Your products performance, price levels, cost composition and market share. 8 Information processing Sourcing: sending delegation to get fi

5、rst-hand information or collecting information from various publications, internet and related organizations or trade activities. Processing: analyzing, classifying and filing. 9 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