Chapter 4 Phases of International Negotiation - Coggle Diagram
Chapter 4 Phases of International Negotiation
Alternative “Deal Making Phases”by J.W. Selacuse
Decision to Negotiate
Definition of Interests
Documentation of Agreement
Strategic Planning and Analysis
Network Approach and Entry
Building Personal and Business Relationships
Orientation and Presentation
Bargaining and Persuading others
Follow-up and maintaining relationships
"By failing to prepare, you are preparing to fail.” - Benjamin Franklin”
Determine your Principals goals and your Authority
Organize your team
-prep “at home”
-size and composition of home-allocate functions/tasks
Research the other side and the deal
Determine your options - BATNA
Define your interests and think about theirs.
Identify the issues
Negotiation is a Process
Dilemma: Co-Operate or Compete
Is this a Distributive or Integrative negotiation? If Integrative then:
Carefully plan opening moves and make them fit your goals
Work to Build relationships with other side
Search for other side’s needs and interests and reveal yours.
4.Always look for ways to to create value
Rely on Objective standards to justify your proposals and insist that they do the same.
Consider using third parties to help make the deal.
Plan effective Implementation of the deal.
-requires accurate prediction of the future
-balance contractual stability and change.
-plan for disputes