1 / 7

Commercial Negotiation

Commercial Negotiation. an exploration of negotiation its concepts and techniques and the financial consequences. The Task. Work as groups of buyers & sellers. Plan your strategy aided by a computer model. Negotiate. Reach a WIN-WIN agreement. Time Table. Familiarisation & planning

francine
Download Presentation

Commercial Negotiation

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. Commercial Negotiation an exploration of negotiation its concepts and techniques and the financial consequences

  2. The Task • Work as groups of buyers & sellers • Plan your strategy aided by a computer model • Negotiate • Reach a WIN-WIN agreement

  3. Time Table • Familiarisation & planning • Information gathering meeting • Preparation of initial proposal • Initial negotiation • Modification of proposals • Final negotiation • Review & discussion

  4. The Situation • Board Negotiation • New Relationship (initiated by buyers) • No Current Competitor (new purchase) • Generalised & Simplified But • A Specific Business • A supermarket chain • A brewery • An own brand lager

  5. Areas of Negotiation • Price • Volume • Length of Contract • Payment Terms • Brew Strength • Launch Support

  6. Using the Microcomputer Buyers & Sellers separately have a computer model to help them assess the financial consequences of their proposals. To use this you: • Enter a team name & password • Enter the proposal(s) • Review & Compare the proposals • Display & Print • Recess for negotiation meetings

  7. Observations • Think about your objectives • And those of the other party • Plan carefully the information you need • And the information required by the other party • Plan how your meeting • But be flexible • Remember the computer provides financial information • It is up to you to think and manage the negotiation • And reach a WIN-WIN agreement!

More Related