Notesale: Turn your study into money

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ITC

M7:U3:3
...
4-1 (Cont’d)

Comparing buyer and supplier targets
4
...
4-5

Developing the negotiation strategy
Your own
negotiation
objectives &
targets

The positions
& possible
interests of the
other side

Your
negotiation
strategy
The relative
strengths &
weaknesses
of both sides

ITC

M7:U3:3
...
5-2

Win-Win versus Win-Lose
The approach
...
5-3

Action Point

3
...
5-4

Starting position & the order of the issues
Deciding on your starting position for each variable
What you say you want
What you say you will or won’t do
At what point would you be willing to move
on your position
What would be the advantage of revealing
or not revealing your starting position?
When would you do one or the other?
What would be the best order of discussing the issues?
Have your internal agenda (points in reserve, milestones,
agreed signals
...
5-5

Persuasion techniques:
Emotion
Logic
Bargaining
Compromise
Threat
ITC

M7:U3:3
...
5-7

and
White
Snow

arfs
ven dw
the se

Logic:
Using a rational argument based on
facts & figures
Try to keep the argument simple

Bargaining:
The trading of variables: if… then
...
5-8

Compromise
Agreeing to meet somewhere in between
50/50 is not the only compromise
Compromise tends to favour the one who takes the
most extreme position

Threats:
Suggesting the consequences of
not complying with your demands
Use “if”
Use indirect rather than direct threats
Threaten only at business level
ITC

M7:U3:3
...
5-10

Action Point

3
...
5-11

Negotiation tactics
The building block technique
Silence
Repeat, repeat
...
5-12

Your negotiation team:
Who should be there?
Decide on roles:
Team leader
Specialised support
Summariser
Observer

ITC

M7:U3:3
...
5-14

Where to hold the negotiation?
Access to staff, information etc
...
5-15



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