Members of your counterpart The complexity of the The need for technical negotiation experts The number of the associates in the project
1. Both parties should have approximately the same number.
2. BATNA-Best Alternative
Negotiation planning
Determining your BATNA 1. 2. 3. 4. The cost Feasibility Impact consequences
Positive thinking Tradeoffs and throwaways
Negotiation planning 3. Setting an agenda
Negotiation Open issues Scheduling Negotiation agenda Key points that site of the ＆ need attention negotiation restricted when making the agenda agenda for one’s
Negotiation representatives 1. The number; 2. The composition; 3. Limits of their authority; 4. Identity and status.
Market quotation Negotiators should make synthesis comparisons.
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Something was broken in my engine. And as I had with me neither a mechanic nor any passengers
Information gathering
Forming the negotiation team
CONTENTS
Negotiation planning
Negotiators check list
Information gathering
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Qualification and credit status 1. The history and status quo; 2. Economic and political power; 3. Corporate reputation; 4. Capital quantity; 5. Operating capability; 6. Bank credit.
Laws and cultures …
Information gathering
Forming the negotiation team
CONTENTS
Negotiation planning
Negotiators check list
Forming the negotiation team 1. Size of the negotiation team
Legal personnel
3. Collaboration and support from the outside members
Forming the negotiation team
（1）Related personnel in other functional departments
Stock control and transport， advertising， PR, RD… …
1. What kind of negotiation ?
2. What type of conflict will we face?
1. What does this negotiation mean to us?
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Negotiators check list
4--7 Are there any ripple effects?
4. More departments’ interests involved, more rep needed.
2. The staffing of the negotiation team
Forming the negotiation team
Organizational structure of the Principles for team team building Leading personnel Business Complementary /commercial knowledge personnel Professional and Complementary technical character Financial Clearly-defined personnel roles
2. More complicated the project is, more team members will be needed.
3. (1)hi-tech products, patents; (2) laws, international or regional trade agreements.
own side
Information Here
Information gathering
Forming the negotiation team
CONTENTS
Negotiation planning
Negotiators check list
Negotiators check list
1--3
How to prepare for negotiati
Chen Jiaxin 1532140524
Information gathering
Forming the negotiation team
CONTENTS
Negotiation planning
Negotiators check list
Negotiators check list
Negotiation planning 1.Identifying targets
The highest target or the maximum expectation
Acceptable target or expected target
The lowest target or limited target
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THANKS FOR YOUR ATTE
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Do we need to make an agreement？
Something was broken in my engine. And as I had with me neither a mechanic nor any passengers
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Do other parties need to formally approve the agreement？
（2）administrative personnel
Secretaries，librarians， office workers， drivers… …
Information gathering
Forming the negotiation team
CONTENTS
Negotiation planning