Professional Documents
Culture Documents
Elements of Business Negotiation
Elements of Business Negotiation
Elements of Business Negotiation
Negotiation
1
Key Learning:
Negotiation rounds
2
The five elements of negotiation
2. Interdependence
3. Common goals
4. Flexibility
5. Decision-making ability
3
1. Negotiating parties
4
2. Interdependency
repeat transactions, or
long-term relationship
5
3. Common Goals
6
Other Types of Goals
7
4. Flexibility
8
5. Decision-Making Ability
9
Decision-Making Ability
10
Exercise: Decision-Making
11
Negotiation terms: issues vs. interests
12
Negotiation issues
Specific items or terms you actually negotiate:
What is or is not going to happen
13
Negotiation interests
What you hope to accomplish to address your
underlying concerns
Substantive issues
Procedures used
Matters of principle
14
Negotiation location
Neutral location
15
Exercise: Negotiation location
"The Critical Importance of Negotiation
Location"
Dear Negotiator:
I represented my company in negotiations with another firm trying to
work out a deal my management wanted badly. Negotiations were
held almost every week for over three months until we decided we
could not come to a deal and called off the negotiations. Here's the
critical point in my question. All the negotiations were held at the
other firm at their request for their convenience. We are located
across town in a large city so it worked out well for me since I live
near their location. Now, after the negotiations did not work out, my
management believes that the fact that all the negotiations were
held at their location was a major reason why the agreement was
not accomplished. This bothers me a lot and I would like your
opinion. Was that a huge mistake?
16
Negotiation rounds
17
Learning Exercise: House for rent
18
House for rent
19
House for rent
20
House for rent
21