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Nature and Purpose of Negotiations
Negotiation is a form of communication where individuals
and organisations try to satisfy their interests and needs through the
participation of others, usually by offering something in return, by way
of a bargain.
Negotiations can be mutual,
where the parties seek to satisfy their own needs by satisfying the other
party's needs, or they can be unilateral, where
parties try to satisfy their own needs with little or no regard for the
needs of the other party.
Mutual negotiations are based on relationships
and create the prospect of return business. Unilateral negotiations
are purely transactional, ie: price-based.
Relationships are of no or minimal interest and repeat business will be
gained through price again, rather than through any form of loyalty.
Our Negotiation Service
You get better results from important negotiations when you engage an
independent, professional negotiator, either to help you and your team,
or to facilitate the entire negotiation.
Our clients usually gain many times the cost of our service through
the improved quality and outcomes of their deals – and they enjoy
reduced stress knowing they can rely upon the support of highly experienced
professional negotiators who are with them all the way.
We use tried and tested, best practice negotiation and problem solving
techniques to provide training, coaching, preparation, presentation and
de-briefing assistance for all commercial, workplace and other critical
negotiations.
We work with you to produce professional and successful negotiations:
Preparation
- Identify and prioritise your objectives and interests.
- Reality check and prioritise your needs.
- Diagnose the other parties' objectives, interests and needs.
- Gather, generate and/or analyse critical background and supporting
information.
- Evaluate the potential impact of macro and micro issues.
- Develop negotiation strategies, including options and alternatives.
- Train, coach and prepare your team for the negotiation.
Presentation
- Assist the negotiation process, including active or passive participation
in meetings.
- Evaluate the progress, status and outcomes of negotiations and facilitate
prompt strategic and tactical modifications to planned approaches.
- Help guide the negotiation to a satisfactory outcome.
- Document the negotiation progress and outcomes including, if required,
liaison with Boards, stakeholders, lawyers and other professional advisers.
Evaluation
- De-brief your negotiating team to ensure their accurate appreciation
of the process and to maximise their learning experience and skills
transfer.
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