Among all methods of preparation for trade negotiations, it is one that deserves particular that one is interested.
First, because it has a rather strange name: atrocious.
other hand (and especially!) Because it makes good sense.
Let's see what's behind this strange acronym:
A for ... Actors
Identify your future contacts, your potential allies, your probable "enemies", their function, their priorities ...
If necessary, set up a team on your side in which different roles can be attributed to counter the potential objections.
T for ... Lots
To avoid the risk of confrontation and worse yet stalled, it is preferable to conduct negotiations on several issues (price, delivery, warranty, payment ...). Yield on an issue, get successful on another. Both parties feel winning ...
R for ... Report force
By definition, a negotiation is based on an opposition interest (sell at the highest price / buy at the best price). However, the agreements are when each party is satisfied. Do not try to crush your partner. Conversely, do not let your partner control you.
O for ... Objectives
Secure and keep in mind specific goals and prioritized. You also impose limitations. Not concede the issue of unacceptable "closing" the negotiation!
C for ... Confrontation
Try to identify the objectives of your partner and confront them to your own objectives. By doing so, you anticipate potential areas of disagreement.
E for ... Steps
A negotiation is like a play in several acts. Carefully prepare your introduction, it will condition the following discussions. For example you can announce the topics to be discussed during the interview. At the end of the discussion, take the leadership by a rapid synthesis des avancées obtenues ainsi que des sujets qui nécessiteront une nouvelle entrevue.
Rien de révolutionnaire mais un concentré de pragmatisme...
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