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NEGOCIATION, MOU(MEMORANDUMS OF UNDERSTANDING) Document, signed by the…

- - - - MEETING
        
        The first meeting is fundamental
        
        Achieving a favorable climate
        
        Do not waste time
        
        Presenting the company in a positive way
        
        Do not use always the same presentation
        
        Knowing the needs of the other company (Active listening)
        
        Ask open-ended questions (Why, How, What is your opposition?)
        
        Avoiding questions that involve compromise
    - - PROPOSAL
        
        Avoiding conflicts
        
        Proposals that are easy to understand and carry out.
        
        Ambitious requirements.
        
        Do not overact
    - - PREPARATION
        
        Do not improvise
        
        Get the most information
        
        Determine objectives to be reached
        
        Objectives we would like to achieve
        
        Objectives that in a normal situation we would achieve
        
        Objectives that if we do not achieve we should not continue to negotiate
    - - ARGUMENTATION
        
        Intense, takes up a lot of time.
        
        To be attentive
        
        Begins with the objections of the party to whom the proposal has been made.
        
        Exchange of positions.
        
        Objections = interest
        
        International negotiations = long and complex.
    - - MAKING CONTACT
        
        Identify the company or people to whom the proposal will be made.
        
        Do not underestimate our interlocutor
        
        Interlocutor = possible future ally
    - - CLOSING
        
        2 DIFFERENT TYPES:
        
        Basic uncertainty of any negotiation.
        
        Ending the negotiation before the counterpart asks us for more concessions.
        
        Knowing how to negotiate is a management skill that must be continuously improved.
        
        The farewell must be without haste and be grateful for the time devoted.
        
        Leaving the door open for the future
        
        It is common to end up without agreement despite the effort and time.