COMMON MISTAKES TO AVOID


  • Losing sight of your goal of creating joint value in the face of irrational pressure from the other side.

  • Using emotion rather than diagnosis as a response to tactics.

  • Agreeing to items one at a time; nothing is agreed on until everything’s agreed on.

You have now completed all four steps of our process for blueprinting negotiations in that you have done the following:

  • Developed a goal to “create joint value and divide it given concerns for fairness in the ongoing relationship”

  • Conducted Consequences of No Agreement and Trading Estimations for both sides in the negotiation

  • Validated those estimations by using public sources, asking questions of colleagues, and soliciting information from your customer

  • Used all the information you’ve gathered to prepare the offers you will make

  • Presented the offers, traded with your customer, and finalized the deal

Now that you have been through the entire process, you’ve no doubt realized that it’s based on watching thousands of people negotiate, learning the habits of the most successful, and recognizing the most common mistakes of those who are less successful. You should also have realized that the process is quite intuitive, and that to a great extent it’s based on what you already do. The only differences are that now you see it as part of a process and you can now do it at a new, world-class level of professionalism.

To help you put all you’ve learned together, in the next chapter I show you how to blueprint two deals from start to finish—one ad hoc negotiation with an existing customer and one larger and more strategic deal with a new customer—as well as a special bonus example showing how the Strategic Negotiation Process can be applied to any kind of negotiation.




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

flylib.com © 2008-2017.
If you may any questions please contact us: flylib@qtcs.net