#negotiation preparation

[hblarsen]

Negotiation Preparation Checklist

What to remember when preparing for a negotiation? The answer varies with each negotiation, but there is a good chance that you will need to consider a high number of the keywords listed here. This post is a simple list of logically ordered items to remember in your negotiation preparation. Consider all parties when you use this checklist – both seeing it from your own and your opponent’s point…

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[hblarsen]

Negotiation Preparation

We all know our fair share of negotiation skills, but preparation, practice and conscious execution still seems to stand in the way of heightened success for some of us. We fail to proper prepare ourselves, not realizing the benefits hereof, or perhaps fail to understand its importance or risks. [mwm-aal-display] As a help to my clients and loyal readers on this blog, I have collected some topics…

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[scotthelder-blog]

The iPad App & the Next Step in Negotiations

Just logged via the iPad app. This will really make posting easy and quick. Stay tuned the next post will be back on the topic of negotiation. Now that you have done your research and you are prepared, what's the next step? Hint: It has to do with the person you are negotiating against...

[scotthelder-blog]

First Post on Negotiations

First Official Post on Negotiations:

Always be Prepared.  The key to any successful negotiation is to be completely prepared for all potential discussions and directions.  Not only do you need to know your products, your business, and your desired outcomes, you more importantly need to know your suppliers business, what they want, where their pressure points are and how to use that knowledge to better position yourself for a more favorable outcome.

You need to project that you are an expert on the subject.  You need to have facts and information that only someone in the industry would know.  Example (shell eggs):

you should know the legislation that is currently working its way through government that will affect the supply and cost of Fresh Eggs.

you should be able effectively use terminology such as:  Layers, Export Loads, Urner Barry, USDA Grade A v. Grade AA, etc.

you should know who produces for the fresh market and who produces for the liquid market.

you need to understand the correlation between corn/soy and egg cost.

what are the cost cycles?

how does your business volume cycle compare to cost cycles?

can you buy outside of market drivers?

understand industry / regional capacity and the potential impacts and ripple effect of a transition from one producer to another.

As you can see many of these points can be transferred to anything you purchase either for your employer or for your household.

Be the expert, exert your knowledge, and BE PREPARED.