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| the negotiator attempts to win all the important concessions and thus triumph over the opponent. |
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| the negotiator attempts to secure an agreement that satisfies both parties |
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| neutral site, middle of the work week, mornings |
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| depends on negotiation objectives, desire of a win-win session from both parties |
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| what your company hopes to achieve at the negotiation session |
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| absoute minimum level you will accept |
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| anticipate and evaluate positions; create a plan to achieve objectives (develop alternative paths); brainstorming sessions; consider cultural differences |
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| meeting in which people are allowed to creatively explore various methods of achieving goals |
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| seller team size (less is more), defined roles, team leader, rules and signals, practice |
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| assertive and uncooperative; pursue their own goals & objectives completely at the expense of the other party |
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| unassertive and highly cooperative, focus on the needs and desires of the other party and seek primarily to satisfy the concerns of the other party |
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| unassertive and uncooperative; do not attempt to fulfill their own needs or the needs of others; simply refuse to address the conflict at all |
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| people "in the middle" in terms of cooperativeness and assertiveness. Attempt to find a quick, mutually acceptable solution that partially satisfies both parties |
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| assertive and cooperative. Seek to maximize the satisfaction of both parties and hence to reach a truly win-win solution |
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| buying teams also prepare; buyers gather information to gain position; it pays to control the flow of information |
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| negotiation meeting - preliminaries |
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| break the ice, ensure a comfortable environment, establish a win-win environment, prepare an agenda |
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| negotiation meeting - general guidelines |
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| listen carefully, keep track of issues discussed or resolved, consider cultural differences, remember people need to save face |
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| dealing with win-lose negotiators |
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| good guy-bad guy routine, lowballing, emotional outbursts, budget limitation tactics, browbeating |
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| what to do when buyer turns to win-lose strategies |
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| detach yourself, acknowledge their position and then respond, build them a bridge, warn, but don't threaten |
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| don't be afraid to say no; never make a concession unless you get one, never make concessions until u know all of the buyer's demands and opening position; all are tentative until final agreement is reached and signed, be confident, dont accept 1st attempt at concession, don't just "split the differences", know when to stop, use silence effectively |
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