ChapterThreePhasesofBusinessNegotiation
CONTENTS3.1ThePreparationPhase3.2TheOpeningPhase3.3TheBargainingPhase3.4TheClosingPhase
ThePreparationPhaseI.ChoosingYourTeamII.GatheringofInformationIII.TheNegotiatingBrief
Choosingyourteam1.Keepyourteamassmallaspossible2.Selectteammembers3.Theroleandqualitiesofchiefnegotiator(CN)
KeepyourteamsmallCommunicationisasourceofstrength.Presentingaunifiedfrontiskey.Themembersofthenegotiationteamhaveotherjobdutiesunrelatedtothenegotiation.Don’tusetheassignmentasareward,andchooseonlytalentsveryspecifictothesuccessofthenegotiation.
SelectteammembersSelectionprinciples:NegotiationisateamsportCommunicationskillsUsenegotiationsasanongoingtrainingtoolbypurposelyincludinglessexperiencedmembersontheteamPeoplewhoshouldbeexcluded.Itisimportanttofindoutwhomtheothersideissending.Toincludeadditionalmembersinyourteam.GroupStrength
NegotiationisateamsportNegotiationisateamsport.Across-sectionoftechnicalskillsandpersonalattributesarerequired.Technicalskillsin:CommercialTechnicalFinancialLegalInterpreter
PeoplewhoshouldbeexcludedEmployeeswhoconstantlycomplain,evenundergoodconditionsPeoplewholiketoworktheirownagenda“Hothouseflowers”Bigots
GroupstrengthItwillhelpreducethechanceoflayingbarespecificweaknessesinnegotiation.Itwillstrengthenitselfasawhole.Itwillmeananactiveforceagainstitsopponent. Seamlessunitywithtotalrespectfor, confidencein,andloyaltytotheCN
TheroleofachiefnegotiatorTheCNisadecision-makerandisresponsibleforunifyingtheteamanddesigningthestrategiesandtacticstobeusedinthecomingnegotiation.Exerciseahighdegreeofself-controlandkeeptheteamontrackundertryingcircumstances.Dealwithpressurefromvarioussources.Betechnicallyastutewithregardtoboththeproducts