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Thou Shall Be A Good Communicator

Thou Shall Be A Good Communicator. Good Communications Are Vital To Successful Negotiations. Effective communications are important in all areas of business and life but especially so in the negotiations process. Six rules apply: Organize thoughts and messages (beforehand)

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Thou Shall Be A Good Communicator

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  1. Thou Shall Be A Good Communicator

  2. Good Communications Are Vital To Successful Negotiations Effective communications are important in all areas of business and life but especially so in the negotiations process. Six rules apply: • Organize thoughts and messages (beforehand) • Plan ahead your approach so you know what to say and sometimes say nothing (silence) • Be clear and concise; sometimes less is more • Non verbals (body language, etc. is important) • Dicuss benefits for both parties • Listen, listen and then listen a little more

  3. Thou Shall Reduce Stress

  4. Manage Stress Negotiations are typically stressful events. If one can minimize the stresses, the tensions and uncomfortable feelings that seem to accompany negotiations we can often partner in more effective and pleasant ways. Some ideas to consider: do not take comments personally; breath deeply; smile; take breaks; do not lose your temper; play nice in the sand box…..be firm but not obnoxious.

  5. Thou Shall Use Technology Wisely

  6. Use Technology Wisely Technology should be used whenever it benefits the situation but it should be used carefully and it should never replace the human element. Avoid telephone negotiations whenever possible (can’t see the documents; can’t see body language; is your counterpart using a speaker phone; who is in the room; usually harder to say No face to face then on the phone).

  7. Thou Shall Always Have A Plan B Or Backup Strategy

  8. Backup Strategies Are Important Back up strategies are especially important when an impasse is met such as “Take it or leave it” or “It’s my way or the highway”. Measures to deal with this are: ignore it; stall the deal; offer something else; test the bogey by further discussing it or by offering something else or just be silent. Usually it is best to take a break, be patient and then try to move forward again. Try not to be intimidated.

  9. Think Through The Strategy

  10. Thou Shall Manage Difficult Negotiations

  11. Manage Difficult Negotiations Supply chain management should always be in charge of the negotiations. If the negotiations are not going smoothly or not progressing then it is up to the supply chain organization to step back, analyze and successfully manage the negotiations. You are the team lead and need to take responsibility and ownership to ensure the successful conclusion of the negotiation. As Harry S. Truman once said, The Buck Stops Here.

  12. Thou Shall Practice Win-Win Whenever Possible

  13. Strive For A Win Win Solution The win/win solution works best when each party clearly understands what the other party wants/needs and a process is in place that supports these goals within established cost objectives.

  14. Steps to Effective Win/Win • Ask the supplier what he/she needs to consider the negotiation a success • Actively listen to what the supplier has to say • Play it back to the supplier and validate issues • Develop a weighted concession management matrix • Develop your strategy to Win/Win. • Finalize the mutually beneficial solution

  15. Concession Matrix

  16. Acknowledgements • The Negotiation Guru: Top 41 Negotiation quotes • The Negotiation Experts (Comics) • Win/Win Negotiations Strategies by OmidGhamami, January/February 2010, eSide Supply Management Vo.3 No.1 Review • ISM Satellite Seminar – April 17, 2008 • Hagar The Horrible, Dik Browne

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