Commercial Negotiation

an exploration of negotiation
its concepts and techniques
and the financial consequences
The Task
Work as groups of buyers & sellers
Plan your strategy aided by a
computer model
Negotiate
Reach a WIN-WIN agreement
Time Table
Familiarisation & planning
Information gathering meeting
Preparation of initial proposal
Initial negotiation
Modification of proposals
Final negotiation
Review & discussion
The Situation
Board Negotiation
New Relationship (initiated by buyers)
No Current Competitor (new purchase)
Generalised & Simplified
But
A Specific Business
A supermarket chain
A brewery
An own brand lager
Areas of Negotiation
Price
Volume
Length of Contract
Payment Terms
Brew Strength
Launch Support

Using the Microcomputer
Buyers & Sellers separately have a computer
model to help them assess the financial
consequences of their proposals.
To use this you:
Enter a team name & password
Enter the proposal(s)
Review & Compare the proposals
Display & Print
Recess for negotiation meetings


Observations
Think about your objectives
And those of the other party
Plan carefully the information you need
And the information required by the other party
Plan how your meeting
But be flexible
Remember the computer provides financial
information
It is up to you to think and manage the negotiation
And reach a WIN-WIN agreement!