Treść książki

Przejdź do opcji czytnikaPrzejdź do nawigacjiPrzejdź do informacjiPrzejdź do stopki
Preparation
Everycontractcontainsmanyotheraspects,suchaspaymentar-
rangements,deliverytimes,terminationperiods,maintenance,etc.
Youthereforealsoneedtowritedownthesubordinateobjectives.
Arrangeallobjectivesaccordingtopriority.
YourPossibleResults
Underthisheading,writedownthepossibleresultsthatyoucould
achievewithyournegotiations.Theseare:
Your
idealnegotiationresult:Attainingthisgoalisunlikely,but
notimpossible(forexample,ifyournegotiationpartnerisinadi-
lemmaoryoutakeadvantageoftheirlackofknowledge).Note:
Thisresultisinallprobabilityunfair,thenegotiationpartnerwill
bedissatisfiedandapositivelong-termrelationshipisunlikely.
The
win-winsituation:Thisisafairresultthatbothyouandyour
negotiationpartnercanaccept.
Yourbottomline:
FigureoutwhereyourHthresholdofpain”isin
termsofprice:Whereandwhendoyouwanttogetout?What
termswouldmakefailednegotiationsmorepreferablethana
closing?
YourOwnCompromises,DesirableCompromises
Thinkaboutwhichpointsyoucanmakeconcessionstoyourne-
gotiationpartnerwith,i.e.,whatpointsandinwhatwayyouare
amenableorabletomakecompromiseson.Possiblecompromises
canbeinrelationtoallnegotiationpoints/contractcomponents.
Calculateallofthepossibilitiesinthisregard.
Example
Forexample,ifyouwanttoaccommodateyournegotiationpartner
ontheprice,buthavetohavealargerpurchasequantitytokeep
fromgoingoveryourbottomline,thenyoushouldcalculateandgo
throughthefigurespreciselybeforenegotiations.
#
Onthispoint,itmakessensetoalsobefamiliarwiththetermsand
pricesofyourrivals.Informyourselfaboutthecustomarytermson
themarketsothatyouavoidmakingunnecessarycompromises.
Inaddition,writedownallofthepointsinwhichyouexpect
compromises.Specifyexactlyinwhatformandinwhatwaythese
17