Using checklist below, 1. Think about a negotiation you have been involved with

Question

Using checklist below,

1. Think about a negotiation you have been involved with in past and review the preparation done for it using this checklist and fill in the checklist.

2. How effective do you think the preparation was?

SEVEN ELEMENT PREPARATION TOOL

SEVEN ELEMENT PREPARATION TOOL PARTIES AND ISSUES INTERESTS OPTIONS LEGITIMACY The Parties (You may want to draw a diagram) (Identify objective standards relevant to any issues or options you have OURS (List possible option$ for each issue) Issue 1: Issue 2: THEIRS Important Issues (Subjects that need to be dealt with) Issue 3: OTHERS 2. 3. ALTERNATIVES COMMITMENT COMMUNICATION RELATIONSHIP Currently Your Alternatives: (Circle your BATNA) Preferred What level of commitment do you Listen For? Talk About? want? Expressing views? . Generating options? . Joint Recommendations? .Tentative Agreement? .Firm, Signed Deal? At the end of this meeting Ways to improve: Questions to ask? Information to Disclose? At the end of the negotiation (Elements of a framework agreement) Their Alternatives Circle your estimate of their BATNA) If necessary, what specific steps might you take to change the What specific steps might you take current relationship to the preferred to change any current problematic one? communication? Ways to worsen:

Explanation / Answer

Parties & Issues

Interests

Options

Legitimacy

Alternatives

Commitment

Communication

Relationship

The Parties:

Myself as representative of Elemax Honda Genset

The distributors

The C & F

Ours:

The indirect sale of gensets resulting in the best revenue

Issue 1:

Production to requirement

Possible Option:

Plan the orders properly / periodically

Planned production

My alternatives:

Proper order taking and periodic planned production

Ways to improve:

Streamlining the sales activity to ensure proper orders in time

Level of commitment:

High at all levels to ensure that staff, distributors and the C & F truly contribute towards the success of our range of gensets

Listen for? Talk about?

What was listened is been the way all stake holders expressed their limitations and plans.

I talked about benefits each of the stake holder will be getting by give their best

Currently then:

It was not so good when the meeting started off

Preferred and achieved:

All problems been addressed, the relationships improved a lot

Important Issues:

The quantity of the sale and revenue generation.

Sufficient margin for the distributors

Enough turnover for the C & F

Theirs (Distributors):

Best possible turnover and subsequent revenue

Issue 2:

Sufficient margin to operate

Possible Option:

Ensuring best working margin within the possible sale

Proper Distribution

Their alternatives:

Ensure they push our range gensets into the market more aggressively

Ways to improve:

Apart from oral campaigns, try to prepare colorful pamphlets and distribute them

At the end of the meeting:

At the end of the meeting, it was unanimously decided that all stake holders will put their best in terms of the available resources and will try to increase the volume of sales

Questions to ask? Information to Disclose?

I asked them if any other doubts were there and disclosed to them the information required to excel

Steps taken to achieve above:

As mentioned earlier, I had individual talks and detailed mails

Others (C & F):

Apart from the revenue and turnover, the reputation

Issue 3:

Reputation management

Possible Option:

Ensuring that periodic advertisements come in dailies

Advertisement planning

At the end of the negotiations:

All stake holders felt happy that the margins and range of publicity will help them prosper along with Elemax

What specific steps I took to change then current problematic communication?

I had closed room talk with the required and a detailed mailer later to one who is confused

Parties & Issues

Interests

Options

Legitimacy

Alternatives

Commitment

Communication

Relationship

The Parties:

Myself as representative of Elemax Honda Genset

The distributors

The C & F

Ours:

The indirect sale of gensets resulting in the best revenue

Issue 1:

Production to requirement

Possible Option:

Plan the orders properly / periodically

Planned production

My alternatives:

Proper order taking and periodic planned production

Ways to improve:

Streamlining the sales activity to ensure proper orders in time

Level of commitment:

High at all levels to ensure that staff, distributors and the C & F truly contribute towards the success of our range of gensets

Listen for? Talk about?

What was listened is been the way all stake holders expressed their limitations and plans.

I talked about benefits each of the stake holder will be getting by give their best

Currently then:

It was not so good when the meeting started off

Preferred and achieved:

All problems been addressed, the relationships improved a lot

Important Issues:

The quantity of the sale and revenue generation.

Sufficient margin for the distributors

Enough turnover for the C & F

Theirs (Distributors):

Best possible turnover and subsequent revenue

Issue 2:

Sufficient margin to operate

Possible Option:

Ensuring best working margin within the possible sale

Proper Distribution

Their alternatives:

Ensure they push our range gensets into the market more aggressively

Ways to improve:

Apart from oral campaigns, try to prepare colorful pamphlets and distribute them

At the end of the meeting:

At the end of the meeting, it was unanimously decided that all stake holders will put their best in terms of the available resources and will try to increase the volume of sales

Questions to ask? Information to Disclose?

I asked them if any other doubts were there and disclosed to them the information required to excel

Steps taken to achieve above:

As mentioned earlier, I had individual talks and detailed mails

Others (C & F):

Apart from the revenue and turnover, the reputation

Issue 3:

Reputation management

Possible Option:

Ensuring that periodic advertisements come in dailies

Advertisement planning

At the end of the negotiations:

All stake holders felt happy that the margins and range of publicity will help them prosper along with Elemax

What specific steps I took to change then current problematic communication?

I had closed room talk with the required and a detailed mailer later to one who is confused

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