gt al prties rite

8/3/2019 Gt Al Prties Rite

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GET ALL THE PARTIES RIGHT

Judith Dsouza(82) Megha Naik(89) Vpreeth Dsouza (117)

Joy Dsouza(81) Shernell concessio(109) Harshad Bhende(75)

BY


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INTRODUCTION

Definition-negotiation is communication

between two or more parties to determine

the nature of future behavior.

How difficult is negotiation ?????

Eg. Buying a car two parties involved

(you and the car dealer)


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Does your all party map include the highest

value players to ensure that your deal can create

greatest possible value?


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All-party map with the internal champion as the

higher value playerBuyer CEO

Procurement Agent

Supplier CEO

Supplier salespersonInternal champion


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ROLE PLAY


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Have u included those involved

in the decision making andgovernance processes?


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BLOCKERS

They are those who

will do anything to

keep you from

meeting with the

decision makers face

to face.


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CASE STUDY

Merger of pharmaceutical giants glaxo and

smithkline beecham.


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TO HELP IDENTIFY POTENTIAL

BLOCKERS

Considering the range of interest along with

favorable economics.

To keep all potential internal players on yourradar screen.


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Have you mapped influential

parties with the wrong incentives? Negotiators having a personal interest.

Negotiators gives incomplete information.

Negotiators giving wrong information.

Negotiators thriving to prosper without

considering the two parties.


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Have you anticipated negotiations

with those who must approve thedeal?

Analyzing and studying likely negotiation with

those ultimately approving the deal

Analysis shall also include those who mayblock the deal


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Getting to know about the counter partys

likely attitude is the best way of analysis

You should thus build the approval stage into

your initial party map and strategy.


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Have you considered those who

must implement the deal? The parties implementing the deal should

preferably be taken into prior consideration

They shall never be taken or granted, if they

are, the deal might fail.

It is a close cousin of the wrong agent

problem.


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Three Dimensions of Negotiation:

The First Dimension

The Second Dimension

The Third Dimension


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The 1st Dimension: Tactics

Appropriate bargaining styles.

Creating the right atmosphere.

Building trust. Setting communication dynamics.

Framing issues attractively, and packaging or

separating them. Persuading others.

Bridging cultural differences.


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The 2nd Dimension:The Deal Design


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3rd Dimension: Setup

The right parties have been approached.

In the right sequence.

To deal with the right issues.

That engage the right set of interests.

At the right table or tables.

At the right time.

Under the right expectations.

Facing the right consequences of walking

away if there is no deal.


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Are there too many

parties?


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