高效谈判四原则: Strategy 确定策略
Strategy for the Company
Once we have clear objectives for our company, we must then put a strategy in place. Our strategy is simply a series of preplanned steps which enable us to realise those objectives. In other words, we know exactly what to do, when to do it and how, in order to achieve what we have set ourselves. In broad terms it will include:
defining which person or people are responsible for the negotiation process;
training the person or people responsible for the negotiation process;
planning for negotiation with existing long-term business relationships;
putting times in the diary for review meetings with customers/suppliers.
Strategy for the Particular Negotiation in Hand
Our objective for this particular negotiation must be crystal clear and we must know exactly how we intend to achieve it:
Who will conduct the negotiation for us?
What information do we need about the other party and how will we secure it?
What experts or specialists do we want to take?
How do we ensure that we are controlling the whole process?
Where should we hold the meeting?
What do we need in print?
What is our bottom line?
What is our ideal win-win outcome?
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