COMMON MISTAKES TO AVOID


  • Building in nonmeasurable trades, such as “relationship.”

  • Developing too many MEOs or including so much data that it gets confusing.

  • Forgetting to focus on the needs of both sides in creating your MEOs.

By this point you’ve moved very far along in blueprinting a negotiation by developing a goal to “create joint value and divide it given concerns for fairness in the ongoing relationship,” conducting Consequences of No Agreement and Wish List Estimations for both sides in the negotiation, validating those estimations by using public sources, asking questions of colleagues and soliciting information from your customer, and using all the information you’ve gathered to prepare the offers you will make. The next and final step—Dividing Value—focuses on presenting the MEOs and handling the tactical aspects of trading, bluffing, impasse, and, ultimately, closing, all of which are covered in the next chapter.




Strategic Negotiation. A Breakthrough Four-Step Process for Effective Business Negotiation
Strategic Negotiation: A Breakthrough Four-Step Process for Effective Business Negotiation
ISBN: 0793183049
EAN: 2147483647
Year: 2003
Pages: 74

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