any trial of the planning phase is probably the most important. Too often, we go to the ill-prepared and end up giving concessions that will reduce the overall profitability of the final agreement. The importance of planning, a very clear picture before the talks that
o What are your goals?
o What does the other side want to achieve?
o What information affects the final outcome of the trial?
o what concessions can be manufactured?
o How will I achieve my goals?
o What other people to play a part in the trial?
Generally, the more time is spent planning and preparing for the hearing, the end result
conclusion of trial, you need to have a clear idea of the goals
and try to figure out the other side. Ask yourself the following questions:
o is exactly what I want to achieve in the negotiations?
o Which points
– I need to accomplish?
– you want to achieve?
– Did I want to achieve?
o What options or alternatives would be acceptable to me?
o What are the other side. The objectives?
o How do you see the other side of the trial?
often said that information is power. In any case, negotiations will be four types of information that are important for the end result.
o What information should the other side as well?
o What information must be that the other side is not?
o What data is needed, before negotiating with the other side?
o What information does the other side is needed before negotiate with me?
This may be particularly important when discussing who concentrate
o What other things are important to people?
o What is her pressure him to conclude the deal?
o How well the company is doing at this moment?
o How important is that she is engaged to my company? etc.
The early stages of the negotiations is to find out more info on both sides speak of a certain business or alternatives identified
before. For example, if you find out
on the other side there is a time limit that only the company can meet, you get
the opportunity to negotiate favorable prices. If you know that the other side
recently expanded its production capacity, it is possible to negotiate
favorable terms in exchange for a commitment to buy certain volumes agreed
sacrificed as part of the preparation time for the ad, what you already know, and
what they need to know, you give yourself a better chance to negotiate well
company & # 39; s behalf.
The trial process of bargaining, which is agreed between the two
or more parties. This is the conclusion of a rare bargaining agreement immediately or
each side of the same objectives. More often than not, arrangements
to be worked out if concessions given and received, and this is the area where
the profitability of the final decision.
When preparations for negotiations, it is advisable to write down a realistic assessment of
how we perceive the final result. Get to know the limits of the authority of
negotiations, and decide what you are willing and able to admit that
reach an agreement that satisfies all parties.
Concessions have two elements; cost and value. It is possible in the negotiations of
recognize issues that there is little cost to you, but great value to the other side. This
do the best kind of concession. Avoid, however, give up the question of
high cost to you, regardless of their value to the other side.
When preparing for negotiations, ask yourself following questions:
o What is the best deal I could realistically be achieved in this trial?
o What is the expected outcome of the trial?
o We extended the authority?
o Which point I act?
o What concessions are available to me?
o What is the cost of each concession, and what value does the individual need for both sides?
Planning Strategy is important for negotiations. Once you know your goals,
you have to work, how will you reach them. It is also useful to try
see the trial of the other side and try to figure out what the strategy
During the negotiations, it will be possible to different tactics and
decision must be made as to which of them feel comfortable and at the same time recognize the tactics used by the other side. Ask yourself the following questions:
o How will I achieve the goals of the trial?
o What is the strategy likely to be on the other side?
o What tactics should I use the trial?
o What tactics are likely to use the other side?
and finally – Tasks:
If you go into negotiations with a colleague or colleagues, you need to decide when
The preparation phase
o What role each team member will take the negotiations?
o How do they work together most effectively?
Some teams called team leaders, note takers, observers and
professionals, each performing its own clearly defined roles and authority.
Having a clear understanding of the roles of the trial will be that the team
approach is more effective.
Copyright © 2007 Jonathan Farrington. All rights reserved