NEGOTIATION FROM

AN INTERNATIONAL PERSPECTIVE

Mike McCormac Business Growth Consultant

WHAT IS THE BIG FACTOR?

Two styles of

business relationship

Transactional “Fulfil the Contract”

Relational “I trust you”

THE NEGOTIATION MODEL

What is the Goal?

Analysis Options Action

GOALS

What is YOUR goal?

Nothing else matters

Are your actions taking you towards your goal?

Goals should be SMART

What is THEIR goal?

What do they want?

Can we meet that?

Are there any personal motivations or goals to consider?

ANALYSIS

Perceptions and

interests

What is a start point both sides agree?

Where are the gaps in perceptions?

Any ‘standards’ that can be applied?

People

Who are their people?

Are they empowered?

Any third parties who could influence them?

What cultural differences?

What is their style?

Options

“Make the pie bigger”

What has more value to them than us?

What has more value to us than them?

What can be traded or linked?

OPTIONS

Risks

What are your risks and how could you manage them?

What risks will they want to avoid?

How could you help them manage their risks?

Brainstorm

The “bigger the pie”, the better

The more options, the “bigger the pie”

Crazy options are not always so crazy

What is a great

outcome?

Are there other ways of looking at the same facts?

How can our proposition be made most appealing?

ACTION

Commitment in

baby steps

A small ‘yes’ is easy, a big ‘yes’ is hard

Get commitments in the way they make commitments

Are you sure they’re committed?

How is the

negotiation run?

Position peer-to-peer

Be clear who is marking who

Try and have an observer to watch body language

Listen more than you speak

Keep things moving

Keep things

moving along

What’s the next step?

What’s the deadline? (You’re NEVER in a hurry!)

Who is going to do what?

SUMMARY

Preparation is everything

Aim for no surprises

Try to get them to prepare as much as you do

The international

dimension

Be sensitive to different cultural factors

Think harder about their perceptions and try to test your thinking

Use as much as you can of their approach and standards

THANK YOU

Keep in touch!

• Mike McCormac

LinkedIn

Twitter @mikemccormac

Email mike@business-survival-skills.com