Lesson的 7 - Business Presentation.pptVIP

Invest/investor Venture capitalist Loan Loan shark For example, a consumer purchasing a car investigates price and performance, then negotiates with an agent regarding price and delivery date. Resistance surfaces as pricing and delivery expectations are negotiated. Strategies are reformulated as the parties?deter?mine motivation and constraints. Key issues surface as hard bargaining begins. Problems surface, and solutions—such as creative financing or dealer trades—are created to counter pricing and delivery problems. After details are negotiated, the agreement is ratified. After the sale, the agent may follow up with the buyer to build a relationship and set the stage for future purchase and negotiation. Preparing to Negotiate Here are some preparatory questions to ask yourself: What is my main objective? What are all of the alternatives I can think of? Why do I deserve to have my goals met? What will my opponents counter proposal likely consist of? How can I respond to this counter proposal? When would I like to have this issue resolved? What is my bottom-line? What market research do I need to do to back up my cause? What is my bargaining power compared to my opponents? What do I know about the principles of negotiating? The following?summarize?strategies that might be used in various stages of negotiations: Initial Stages Plan thoroughly. Identify and?prioritise?issues. Establish a settlement range. Focus on long-term goals and consequences. Focus on mutual principles and concerns. Be aware that no can be the opening position and the first offer is often above expectations. Be aware of the reluctant buyer or seller?ploy. Middle Stages Revise strategies. Consider many options. Increase power by getting the other side to commit first. Add credibility by getting agreements in writing. To handle an?impasse, offer to set it aside?momentarily. To handle a?stalemate, alter one of the negotiating points. To handle a?deadlock, bring in a third party. When asked for