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Commercial Negotiation

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

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Commercial Negotiation

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  1. Commercial Negotiation an exploration of negotiation its concepts and techniques and the financial consequences

  2. The Task • Work as groups of buyers & sellers • Plan your strategy aided by a computer model • Negotiate • Reach a WIN-WIN agreement

  3. Time Table • Familiarisation & planning • Information gathering meeting • Preparation of initial proposal • Initial negotiation • Modification of proposals • Final negotiation • Review & discussion

  4. 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

  5. Areas of Negotiation • Price • Volume • Length of Contract • Payment Terms • Brew Strength • Launch Support

  6. 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

  7. 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!

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