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What is it?
Communication
Open-mind
"HOW TO MAKE FRIENDS"
Exchange
Confidence
Comprehension
Constructive
Coopération
Difference
Communication
Visual
Oral
Culture
Physical
Traditions
Educations
Values
Mutality
Win-Win
Advantages
Compromise
Same interest
*Meeting
*
Before meeting
Market Knowledge
External Diagnostic
Internal Diagnostic
Mind Map
Tony Buzan
Prepare Negotiation
Object of negotiation
Well-know product
The arguments and documents required
Terms of contract
The place
Make appointment
Book transport
Who will go to meeting
The stakes
Short ice breaking
During meeting
show interest about your customer
Adapt your behavior
Trust in you
Reword
Reassure the prospect
Take notes
Try to make your customer exclusive
Advises
Explain clearly the products..
After meeting
Thanks
Process the data collected
Arrange another appointment to debrief
Cultural Facts
Stereotypes
Know the culture
Monochronic
Low context
Polychronic
High context
6 dimensions of Hostede
How to negociate
DO
Know all the details before negociation
Delivery details
Terms of contract/incoterm
Quantity
Be Yourself
Polite
Well dressed
Smilling
Lister your potential customer
Don't do
Lack of preparation.
Thinking that the price is the most important.
Mismanaging emotions
Letting aggressiveness get the better of you.
Overestimating yourself.
Rushing.
Not "listening" to the other person
Making concessions without consideration
