An introduction of business negotiation best practice covering sales negotiation and resolution negotiation.
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INTERNATIONAL BUSINESS NEGOTIATION By Nalisa Sitabut | 24 January 2013 At The Faculty of Communication Arts, Chulalongkorn University Audience: The third and the forth year undergraduate students (mostly female)
Transcript
1. INTERNATIONAL BUSINESS NEGOTIATIONBy Nalisa Sitabut | 24
January 2013At The Faculty of Communication Arts, Chulalongkorn
UniversityAudience: The third and the forth year undergraduate
students (mostly female)
2. About the Speaker: Nalisa SitabutEducation:BA, Communication
Arts(Major Speech Communications & Double Minor in PR and
Advertising)Experience: 13 years Present: Digital Marketing
Engineer & Independent Consultant at Social Business Design
(Thailand) 2003 2012: Managing Partner at water&stone
(Indonesia) 2003 2001: Marketing Communications at ISM Technology
Recruitment (Thailand) 2000 2001: Asst to CEO & Art Director
(Philippines)Specialties: Project Management Digital Marketing Art
Direction Website Architecture and UX & UI design Search
Marketing and SEO Organization Management with process oriented
Team Building and Staff Development
3. INTERNATIONAL BUSINESSNEGOTIATIONThis presentation contains
of 5 parts:1. Get Ready with Your Mind2. Get Ready with Information
and Evidences3. Sales Negotiation4. Resolution Negotiation (when
you are wrong)5. Resolution Negotiation (when you are right and the
other are wrong)
4. Get Ready with Your Mind
5. Get Ready with Your Mind1. Believe in doing the right thing
and do it right.2. Eliminate the stereotype and comparison but look
at people as an individual human being.3. Be calm and be
assertive4. Be yourself and be genuine5. Dont try to be cute or try
to please the others. (Cultural inappropriateness for western
culture.)
6. Get Ready with Information & Evidences
7. Get Ready with Information &Evidences1) Information is
the king and do not relyonly on a single source. Research heavily
especially when its comes to regulations Consult more than 2
experts Read news and articles everyday
8. Get Ready with Information &Evidences2) Assumption is
the enemy to the victory. Thought you knew it already Thought you
remembered this Thought you did not want to talk about it Thought
etc etc. Assumption sets the person up for the failure.
9. Get Ready with Information &Evidences3) Evidence is your
key weapon. Ensure you keep written records of all discussions and
make the other side acknowledges it. Be organized so you can track
things back effectively. Always "Cover your ass" so "you wont get
your ass kicked". People sometimes pretend that they forget things
for their own favor so you proof them wrong with evidence.
10. Sales Negotiation
11. Sales Negotiation1. Dont try to be beautiful and act like
you want to please the other person. (Sell the products &
services, dont sell your body, your look, or your charm.)2. Try
your best to understand their business, needs, and stories during
the sale process.3. Information Gathering instead of trying to sell
immediately and sell only certain things4. Ask what you can help
them with to find out their exact needs or to see if the prospected
clients actually know what they want.5. Offer the right products
and services responding exactly to the needs.6. Dont rush for the
money talk but wait until they ask.7. Learn to qualify the client
with ballpark figures of other clients but dont quote the exact
price instantly.
12. Resolution Negotiation (when you are wrong)
13. Resolution Negotiationwhen you are wrongRemember! You do
this to avoid the punishment andto earn the chance to fix it!1) Be
accountable for your own mistakes Dont lie, dont deny these make
things get worse.2) Be the one who starts and you will gain
asignificant power to make up for your sin.3) Say "Sorry" like you
mean it is the secret.Remember, people are willing to forgive
andmove on with you.
14. Resolution Negotiationwhen you are wrong4) Show them that
you come with solutions(more than one.) People like to have
options. No one appreciate one way out.5) Dont ever laugh to cover
up your own quilt.
15. Resolution Negotiation (when you are rightand the other is
wrong.)
16. Resolution Negotiationwhen you are rightMany times this is
not a win-win talk but it is aboutgetting what you want and making
changes to theplan if necessary.1) Notice the quilt & work with
it. Aggression Nervous Behavior
17. Resolution Negotiationwhen you are right2) Things to
remember: Hold your ground and believe in doing the right thing so
you can make people accept their mistakes and willing to make the
changes as you want to. Do not take side Treat others like human
being and treat them with care. Dont do the talk but be the
questioner and the listener. Do not make it personal
18. Resolution Negotiationwhen you are right3) How You Do it!
Request for explanation Eliminate the bullshit >>> Verbal
Tricks: 1. The Power for "Why" question for further explanation 2.
The power of Repetition. (make people repeat themselves) 3. The
Power of What do you want? question >>> Non-verbal Tricks:
1. Speak slowly and clearly 2. Look into their eyes 3. Stop for a
moment to allow the other to think
19. Resolution Negotiationwhen you are right3) How You Do it!
(continue) Do not listen to emotional details. This is not a soap
opera channel. Cut it off once it starts. Tailor your messages
appropriately. Do not tell them how horrible they are but ask if
they agree with the negative effects and consequences of their
behaviors.
20. Resolution Negotiationwhen you are right4) Assess the
situation as it goes and as itcontinue later. See if there is any
possibility for changes or correction. Show them how to fix things
only if you notice sincere apologies. If they are willing to change
or to fix it, show them that you are happy to see it and that you
are willing to help. Know what saying or acting means "no, I wont
do it. or I dont care.
21. Resolution Negotiationwhen you are right4) Assess the
situation as it goes and as itcontinue later. (continue) End the
conversation if there is no sign of sincere quilt. (Next, make the
new plan.) Notice the behavior changes over a fixed period of time
and call for another talk if you are not happy with the
result.
22. Lets Stay Connected:LinkedIn:
th.linkedin.com/in/nalisa/Personal Website:
www.nalisasitabut.comBusiness Website:
www.socialbusinessdesign.CONalisa & Associates Blog:
www.nalisa.com(will be announced on my person website soon.)