Whats the purpose of keeping to own level of authority during negotiations
As any professional negotiator will tell you, preparation is the most important stage in almost any team based negotiation. Negotiation preparation is the foundation necessary for setting the stage to negotiate effectively. [ You can create and develop your own criteria to keep your evaluation more in sync with your industry. We urge clients to begin with the end in mind by first defining the following:
Negotiation Strategy
Deal Objectives and the Deal Strategy used to achieve these
Each negotiation has its own unique circumstances and demands a different approach. The answer to the
following 2 essential questions are instrumental in shaping your negotiation strategy, and with it your deal strategies.
Is yours a one time negotiation where you are unlikely to do business with the person or company again, or will you need to form a longer term relationship? If the product or service being negotiated will make a strategic impact upon the organisation and therefore involve great downside risk, then a collaborative relationship strategy and supporting goals need to be crystallised. The negotiation skills approach recommended is referred as integrative negotiation in most academic negotiation texts.
Does the product or service under negotiation require a substantial spend / revenue or other substantive value to your organisation? If yes, then a collaborative negotiation approach is again the recommended route. ]
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selymi|Points 8872|
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Asked 9/16/2012 4:32:31 AM
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