The Importance of Planning a Negotiation Strategy for Sales Essay

Gina Blair represented a competitive-cooperative negotiation strategy which represented a middle ground, both combined in a style which was open minded but assertive. Gina had scheduled the telephone meeting between herself and Daniel Trent; therefore she had more knowledge about what was going to be discussed. As she had initiated the negotiation she had prepared well for the issues concerning her clients. She presented her negotiation in a logical structure, showing that she had prepared all the areas of concern which she intended to address. Her preparation allowed her to identify and prioritise her client’s concerns. She avoided small talk and was very direct, her approach was assertive and she projected confidence. She had a clear understanding of the issues which were of concern to her clients and had proposed

was my goal to focus on collaborative negotiation strategies. I have been involved in a huge number of

1. Review text pages 137–139 in Chapter 4. These pages cover step 9 in the planning process, assessing the social context of negotiation.

For the negotiation I created a worksheet, with the multiple combinations to calculate the net value of the options. During the negotiation my counter party used a spreadsheet too, what really facilitated the

In negotiation planning rehearsal is vital. According to ADDIN EN.CITE Rumbaugh201080Rumbaugh (2010)80806Rumbaugh, M.G.Understanding Government Contract Source Selection20108230 Leesburg PikeManagement Concepts Inc9781567262735http://books.google.co.ke/books?id=ChrMQD58tMAC HYPERLINK l "_ENREF_3" o "Rumbaugh, 2010 #80" Rumbaugh (2010) a rehearsal will give the team members the necessary confidence they require in order to handle the various aspects of the negotiation. It is a must to schedule a mandatory rehearsal meeting so as to provide adequate time for revamps and corrections. The meeting will begin with introductions and brief information regarding the team members professional profiles so that the team members can become acquainted with each other. After the introductions, the meeting will progress to a review of the negotiation plan with each member been given the opportunity to provide suggestions. Next the meeting will progress to the different rules involved in the specific negotiation the team would be performing.

To improve the likelihood for success, one must know what he/she will do if the negotiation is unsuccessful, what are the alternative actions, and will those actions negatively or positively influence one s ability to reach the desired goal. According to Lewicki, Barry, and Saunders (2011), having the right strategy greatly improves a negotiation 's success. Peggy has the following negotiation information:

Effective preplanning will be essential to this successful negotiation that begins with filling out the utilization of the Strategic Global Negotiation Preparation Guide Context of Global Negotiation Grid. This plan has helped our firm prepare for major factors such as define goals and interests (ranking priorities) context of the global negotiation,

What particular negotiation skills or strategies did your team use to try to achieve your goals? How effective do you think they were? What were your team goals? Did they change during the

The purpose of this stage is to help me use the information to prepare what can be my options if the negotiation goes well or does not go well. Also, preparation stage also helps me to guess what the other party’s options can be and try to negotiate much better.

In the most recent negotiation I had the role of being Chuck Brown’s attorney in his real estate transaction with Amy Hayes. There were three crucial moments during my negotiation which ultimately forced me to retreat to Mr. Brown’s BATNA. Yet, to first understand this I had to outline for myself my main goal. My main goal in this negotiation was to make sure that I could obtain as many of Mr. Brown’s interest as possible. In order to do this I ranked in order of priority which interests were the most important to Mr. Brown. Next, I had to process the financial data for Mr. Brown. This real estate transaction had a great deal of math involved and I had to make certain that I had accurate data before entering the negotiation. Once all this

In 1997 united parcel service and the Teamsters were on table again after 1993’s contract negotiation. It was common since 1980’s that union sent signals to management about large concessions before every negotiation. Union made it clear before the 1997 negotiations started that "These negotiations are about only one thing and that is making improvements that will give our members the security, opportunities, safety, and standard of living that they deserve" (Witt, Wilson, 1999).

For my real life negotiation assignment, I went to Auffenberg Pre-Owned Center in Belleville. This represented an entirely new experience for me because I have never bought a car. I chose to negotiate for a vehicle for two reasons. First, I can’t negotiate for something more typical – like a raise or lower rent – because of my circumstances. Second, I will probably buy a car within the next few years, so I thought this experience would prove beneficial. After negotiating for the vehicle, I think this experience helped improve my negotiation skills by showing me things I do well, areas I can improve, and tactics the salesman used against me. Overall, this experience made me a better negotiator.

The emphasis is on a systematic, time efficient, results-producing method of preparation that can be used for any level of negotiations (BNS 2014)

From a prickly significant other, an overbearing supervisor, an inflexible sales person to a complex client and an awkward young adult, life is filled with situations that need tough negotiations. Getting Past No delivers an incredibly simple and timeless approach to dealing with difficult people and difficult situations. Over the years, negotiation has become a dominant practice of making decisions within family settings, work environments and political atmospheres. Even in diplomacy, negotiation is the ultimate and essential facet but the hardest to master. This book-Getting Past No- demonstrates to the reader exactly how to traverse the impediments that stand between them and Yes. The author lays out a five-step strategy of breakthrough negotiation to help the reader break through each of the five barriers to cooperation.

Negotiation is the process by which parties attempt to reach accord that specifies the method they will act towards one another. However, a pre-negotiation process is part of the important process that a company should undertake to win a government contract. To obtain the best terms from the negotiation table, it is critical do a pre-negotiation planning process. There are four phases in the pre-negotiation planning process and they are as follows: