negotiations curs sem.2

8/11/2019 Negotiations Curs Sem.2

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NEGOTIATIONS AND BUSINESS

COMMUNICATION


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Tips for SuccessfulNegotiation


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Before the meeting be well rested and wellfed- also visit the restroom before enteringthe arenaas you dontwant a nature call tohave you leave the room or adjourn the

meeting early.

Wear comfortable, yet appropriateclothing- the commercial expression dont

let them see you sweat is never moreapplicable. A tight collar and or tie or a skirtthat is being hitched or hiked that will causeyou to fidget will detract from your image.


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Focus on issues, not personalities- if you haveto deal with persons you dontlike (or those youdo like) it is tempting to let your thoughts aboutthat person influence your behavior. Focusing on

your goal and treating everyone as an equal willhelp matters become resolved in your favor. Bytreating all fairly you will avoid simmering aboutgrudges or worrying about feelings, which can bean obstacle in your success.


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Speak in supportive statements- Attachcredibility to your statements by speakingin facts not feelings. Avoid sentencesbeginning with I think I feel or Inmy

opinion. When stating facts, be preparedto quote your sources and elaborate ordeflect questions meant to deflate yourposition. Being armed with facts stands upbetter than trying to justify feelings.


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Listen (with more than your ears)- Listenfor audible content but also watch the bodylanguage. Are your opponents sitting with anopenbody posture or are their arms tightly

folded across their chest? Are theyscratching their nose often in disbelief? Arethey looking down or are they engaging youwith their eyes in a game of blink toestablish who is boss?


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Find points of agreement to build on-

pick up points that you agree upon andincorporate them into your presentation. Anexample would be Iagree with you on theimportance of XYZ, and this is how the

implementation of PDQ can benefit XYZ".

Compromise with care on items importantto you. Weigh carefully whether holding outwill be in your best interest. Sometimes a

speedy resolution isntthe best.


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Take minutes-Have someone tape or take minutes

so that all that has been said is recorded. Reiteratethat your responsibility will be and that you willexecute your part right away.

End on a positive note - Shake hands and smile. Asmile shows friendliness and confidence and thatyou are a great person to do business with, even ifeveryone in the room wasntaltogether pleased withthe outcome. Conversely, if you did not get all youwanted, dont appear a bad sport. Focus on yourwinsand play down the losses. Take honest notes

to yourself on your tactics and see how you canimprove for next time.


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The following are a few suggestionsto getyou started on the road to effective

negotiation tactics.


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You should always have clear objectives.

It helps to make a list of goals beforemeeting the other party.

It is important to go to a negotiationhaving done your research. Knowrelevant law, facts, and figures.

Consider what you really need to getfrom the other party, and also decide in

what areas you are willing tocompromise.


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Build trustwith the other party. Trust

will aid communication. You may want to have a first draftof

an agreement written before meetingwith the other party.

Try to keep the discussion orderedwhen meeting with the otherparty. Make a checklist of topics thatshould be reached during the

negotiation. Listen to the other party and their

concerns.


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Contract Drafting Tips


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An effective contract should always beclear, specific, and focused.

Sentences should be shortto avoidunnecessary complexity and ambiguity.

You may want to look at sampleagreementsprior to drafting your own.

Make sure all party names are

accurate. Include their business titles ifapplicable.

A contract should be consistentin its tone,grammar, word usage, and abbreviations.


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Outliningthe contract can aid clarity and allowfor quick reference to certain clauses.

Defineimportant terms. Anticipate litigation by including sections

regarding venue, choice of law, and attorneyfees.

All parties should sign the contract, includingbusiness titles if applicable.

Pages should be numbered. Avoid theappearance that pages could have been addedafter the agreement was signed.

As with any business writing, proofread verycarefully.


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Negotiation Basics


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Do:Give yourself timeIf U.S. negotiations normally take

four to six months, it could take ayear or more for an internationalevent.

Do your homeworkResearch online and talk to otherswho have been to the destination.


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Understand the cultureCultural differences can impact what youget, when you get it, and how much youpay for it.

Get local help

A tourism board, travel agent, customsbroker, congress organizer, or your localchapter/office can be your ally innegotiations.

Know with whom you're dealingCheck references and inquire about thequality of services rendered.


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Ask for EnglishRequest English as the official language for negotiations

and specify the English-language contract as the prevailingdocument.

Define the terminologyState your requirements in descriptive terms rather than

industry jargon.

Read the small printStandard terms and conditions, rules and regulations maybe referenced in the contract but not attached. Review allreferenced documents before signing.

Obtain insuranceMake sure your organization is ensured for losses outsidethe United States.


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Don't: Assume it's included

If what you need is not spelled out in thecontract, it's probably not included in theprice. The same is true for taxes,

gratuities and service charges.

Agree to something you don'tunderstandAsk questions, gather information and, ifyou're unclear about something, askagain.


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Sign a contract without examining a

translationRequest copies of the contract in Englishand the language of the host country, thencompare the documents for consistency.

Be the ugly AmericanArrogance, disrespect for culturaldifferences, or a bull-in-the-china-shopapproach will only hinder negotiations.


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negotiations curs sem.2

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