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What parts of a negotiation could these photos show? 12 34.

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Presentation on theme: "What parts of a negotiation could these photos show? 12 34."— Presentation transcript:

1 What parts of a negotiation could these photos show? 12 34

2 Put these seven stages of a negotiation into a logical order. Information gathering Making the deal Establishing rapport Establishing needs Planning Confirming the terms of the deal Bargaining

3 Seven stages of a negotiation Information gathering Making the dealEstablishing rapport Establishing needs PlanningConfirming the terms of the deal Bargaining

4 So, just to summarize, the deal is that you will make a $10,000 contribution to the marketing budget. Could you tell us how quickly you could supply the software if we agree terms? So what you are saying is that you would want half the payment on signature of the contract. Have I got that right? Well, we could agree to that price if you can include training in that figure. Thanks very much for coming to the meeting today. We really appreciate it. I’m really confident we can agree a deal that is beneficial to both parties. I suggest we go through points 1, 2 and 3 on the agenda and then break for coffee. Is that OK? That’s agreed then. I’ll get our lawyer to draw up a draft contract. Let’s have lunch to celebrate. Now match the seven stages of negotiation to the extracts. Planning Establishing rapport Confirming the terms of the deal Information gathering Establishing needs Bargaining Making the deal

5 Internet research Look up ‘principled negotiation’ on the Wikipedia website at: Wikipedia, which is an online free-content encyclopedia, is a great source of information when doing research on the Internet.

6 Use the following format to structure your negotiations: Student AStudent B Ask a favour.Make a tentative offer. Make a counteroffer.Make a firm offer. Propose a compromise. Agree, go back to the beginning, or break off negotiations.

7 Student A: Student B: Student A: Student B: Student A: Student B: Student A: Student B: Student A: Student B: Model dialogue Fine, but this is the last time. You need to be more organized! Oh, all right. Could I ask a favour? Could you do the presentation to the sales team? Again! What’s the problem this time? I’ve got an important client meeting at the same time and I can’t get out of it. Well, I might be able to do it, if you do the PowerPoint slides for me. I haven’t got time for that. If I give you the figures, will you input them? No, I want the whole thing. It’s that or nothing. OK, I’ll do the text for the PowerPoint but could you format it? Maybe. And I want you to help me with the business plan for next year.

8 Dear Ms Nash-Williams, Thank you for taking the time to talk to me by telephone today. As agreed, please find below a proposal for a ‘MaxiMedia’ website, which I believe will increase your traffic and sales dramatically. A ‘MaxiMedia’ site will increase traffic to your e-business, since teenage customers will enjoy exciting music and video on your website. In addition, they will be able to download thumbnails of your posters and free ringtones. In the unlikely event of a technical difficulty, MaxiMedia guarantee to solve the problem within two hours. We recommend our ‘MaxiMedia Experience’ range of interactive sites, which incorporate music and video presentations. If you subsequently required online games, you would be able to upgrade to the ‘MaxiMedia Gamer’ range with no additional set-up fee. Your current website is out of date and unable to compete with your competitors’ sites. You are looking for an exciting, interactive site which will attract teenagers and improve sales of your posters.

9 Our charges are amongst the lowest on the market, meaning that your business will be more profitable from day one. We look forward to meeting you to discuss design options: I will call you next week to fix a date. Should you have further questions, please feel free to call me on 0800 113 647. Sincerely yours, The design fee for a ‘MaxiMedia Experience’ site is just €3,000, with monthly technical support fees of only €15. You will find full details of our terms and conditions in the attached quotation. With more than 400 satisfied customers and several design awards, MaxiMedia is one of the top site designers in the country. I will be happy to put you in contact with other MaxiMedia customers in the area. We provide a complete, ready-to-use website installed on your server. Please allow 30 days for development and installation. Should you encounter any difficulties, our helpline is available 24 hours a day, seven days a week to assist you.

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