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Title: Awarness of Key issues after Finalisation of contact with Supplier, Followup
Description: Awarness of Key issues after Finalisation of contact with Supplier, Followup
Description: Awarness of Key issues after Finalisation of contact with Supplier, Followup
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Unit 1
Unit 2
Unit 3
Unit 4
Unit 5
Introduction
Getting the
Facts
Objectives &
Strategy
The
Negotiation
Follow-up
Learning Objectives
By the end of this Unit, you should able to:
ITC
Describe the key issues to be aware of once an
agreement has been reached
...
M7:U5:1
Formalising the Agreement
Build in targets for monitoring the agreement
Have it checked by a legal expert if needed
Get it signed without delay
Take any action needed to start implementing
Don’t add anything at this stage
§§§
Don’t use confusing terminology or language
ITC
M7:U5:5
...
2-1
Successful negotiators:
Spend more time planning & preparing
Consider many options & possible outcomes
Focus more on areas of common ground
Distinguish facts from assumptions
Set clear objectives
Use open-ended questions
Listen & observe well
Use more long-term comments
Deal well with pressure
ITC
M7:U5:5
...
3-2
Action Point
5
...
Also, write down which traits in particular you need to develop
further
...
3-3
Reviewing your
negotiation
Were your objectives achieved? (why/why not?)
Discuss the outcome with your supervisor,
colleagues and team-members
...
3-4
Action Point
5
...
1
...
Obtaining the necessary background facts and market/technical information?
3
...
Assessing the strengths and weaknesses of both sides?
5
...
Developing an appropriate negotiation strategy?
7
...
Creating and maintaining a co-operative atmosphere for the discussions?
9
...
Asking appropriate questions?
11
...
Explaining your needs and defending your position?
13
...
Checking that the other side had understood your proposals correctly?
ITC
M7:U5:5
...
3-2 (Cont’d)
Evaluating your negotiation performance
How good were YOU at
...
Finding areas of common interest?
16
...
Convincing and persuading the other side?
18
...
Dealing with the other side’s negotiation style?
20
...
Handling the other side’s tactics?
22
...
Making your negotiation team work well together?
24
...
Meeting your negotiation objectives?
Total
Score =
x 100 =
%
2,500
ITC
M7:U5:5
...
3-2 (Cont’d)
Evaluating your negotiation performance
How good were THEY at
...
Setting/agreeing on the agenda?
2
...
Creating and maintaining a co-operative atmosphere?
4
...
Asking appropriate questions?
6
...
Explaining their needs and defending their position?
8
...
Checking that you had understood their proposals correctly?
1-10
10
...
3-7
Action Point
5
...
1-10
11
...
Convincing and persuading your side?
13
...
Dealing with your negotiation style?
15
...
Handling your tactics?
17
...
Making their negotiation team work well together?
19
...
Meeting their negotiation objective
Total
Score =
x 100 =
%
2,500
ITC
M7:U5:5
Title: Awarness of Key issues after Finalisation of contact with Supplier, Followup
Description: Awarness of Key issues after Finalisation of contact with Supplier, Followup
Description: Awarness of Key issues after Finalisation of contact with Supplier, Followup