Our clients do extensive business in China, where negotiations tend to be a long involved process. What you thought would be a simple business negotiation often turns into multi-day affairs with many delicious meals, multiple toasts, and tours around the factory. While it takes time, this focus on Guanxi, which roughly translates to “relationships and connections,” is viewed as both effective and efficient in China.
Forward
LinkedIn
Twitter
FacebookClass was informative, well presented, walked away with a better attitude in regards to negotiating, very good class.
Need help negotiating? Call 1-202-244-9220
Need help with negotiation strategies or negotiation training to improve your skills and results? ►Contact Us
Best Negotiating Practices, a set of skills, behaviors and strategies that move you from fundamental understanding, to proficiency, to mastery in negotiations
Five step collaborative negotiating framework that ensures predictable, repeatable results as you build strong relationships
Prepare
- Explore value
- Define scope
- Identify and research stakeholders
- Develop fact base
- Analyze information & situation
- Begin to understand interests
- Define Most Desired Outcomes, Goals & Least Acceptables
- Identify alternate solutions
Exchange
- Discover and create value
- Exchange information
- Build rapport & trust
- Assess interests
- Probe for understanding
- Assess competency
- Validate assumptions
- Explore options
- Align goals
- Agree on agenda
Bargain
- Create and distribute value
- Communicate
- Make opening proposals
- Handle objections
- Probe
- Make and manage concessions
- Give and take
- Explore options
- Summarize often
Conclude
- Capture value
- Final summarization
- Gain commitment
- Finalize agreement
- Thank them
Execute
- Expand value
- Implement solution
- Ensure compliance
- Manage changes
- Strengthen relationship
- Maintain trust
Practical negotiating tips
Procurement
Rockwell Collins
Welcome!
Watershed Associates invites our clients, workshop participants and other business professionals who are serious about mastery of negotiation to blog with us. We hope you'll share ideas, successes and lessons learned with us and like minded negotiators worldwide. Read more...
Clients click for private advice:
