Skilled Negotiator, an asset for life...

The Basic role of a negotiator is to resolve differences and form agreements.  skilled negotiator only looks for appropriateness of the circumstances.  such persons keep their ego in check and are more concerned about other parties priorities. their focus is on getting the objectives of deal done rather than focusing on winning or loosing. there are different types of negotiations which required different approaches. various range of considerations should be taken into account before adapting a particular strategy. factors effecting your judgement will include the level of dependency, the power of branding/size of both parties, History/precedents, Changing market conditions, Competitor activity, the nature of the product or service, the party with more time, personal relationships

The clock face model recognizes thet there are different types of negotiaions for different approaches. Bartering, simple exchange of goods, low trust and low dependency. Haggling, single issues, Low trust and single issue, self centered.

Hard Bargaining, Win/Lose, both parties compromising on dominant issue, one dominant, some leverage.

Dealing, seeking to strike a deal based on terms which both parties can live with, Growing number of issues, prepared to shape the offer.

Concessions trading, offering concessions conditionally to secure a deal, many issues, exchanging concessions.

Win Win, trading on issues developing value in the contract for both sides, both parties search for additional value

Partnership, working together to resolve issue within a framework, higher trust level, better understanding

Supplier/customer relationship, sharing of information and resources with the view to building value, high level of interdependency, high level of trust.

if you are involved in one off purchase and you are not dealing on a regular basis with your counterpart and there were other options you could do business with and your only issues were unit price, quality and timing then this is time for hard bargaining ( 4 O Clock).

however if you see potential of having long term relationship you might suggest a more cooperative approach ( 6-8 o clock)

Further if you already have an ongoing relationship which is delivering results and you feel that there is synergy to be achieved by working more closely on specifications etc, you may wish to go for 9 o clock

Not all negotiations are alike and you negotiate with different parties and al ciecumstances, priorities and pressures surrounding each of those will differ.

Steps of Negotiation include Prepare, Argue, Signal, Propose, Package, Bargain, Close and Agree. With thoughtful planning, clear objectives, thorough research, flexible concession and negotiating dialogue, you can step into any negotiation level-headed and with confidence

Thinks Clearly

Sense of fairness

Self Control

Opens Extreme

Reading Breakpoint

Listens and intreprets

Plans and Prepares