Negotiations & Collaboration

Ensuring Success Through Negotiation Preparation

1. Introduction
   
   
2. Establishing the Basics
   1. Why We Must Negotiate
   2. The Need for Preparation
   3. Types of Analyses to Utilize
   4. Adjusting Objectives to Goals
   
   
3. Creating the Negotiating Agenda
   1. Typical Negotiation Strategy
   2. Defining our Negotiation Checklist
      1. Assessing Needs:
         1. Supply Chain Management Firm
            1. Outcome
            2. Product
            3. Performance
            4. Customer Requirements
            5. Budget
         2. Our Counterpart
            1. Their Goals
            2. Product Cost
            3. Risk to Sale/Not Sale
      2. Satisfying Specific Needs
         1. Supply Chain Management Firm
            1. Internal Customer
            2. Procurement
            3. Client
            4. External Customers
         2. Counterpart's Needs
            1. Company Needs
            2. Representative Objectives
      3. Defining Organization Background
         1. Supply Chain Management Firm
            1. Corporate
            2. Company
            3. Competition
            4. Environmental
            5. Economy
         2. Counterpart's Requirements
            1. Corporate
            2. Industry
            3. Personal
      4. Assessing Risks: Inside, Outside and Environmental
         1. Supply Chain Management Firm
            1. Preparation for the Negotiation
            2. Timing to Company
            3. Need to Secure This Supplier
            4. Losing or Delaying the Deal
            5. Supply Chain Management Firm Power Leverage
         2. Counterpart's Requirements
            1. Time for the Company
            2. Analysis to Our Situation
            3. Supplier's Need for Our Business
            4. Losing the Deal Consequences
            5. Power Leverage
      5. Identification of Cards and Weights
         1. Supply Chain Management Firm
            1. Denote All the Playing Cards
            2. List All the Trading Cards
            3. Assign Weights to Each Card
         2. Counterpart's Cards
            1. List Their Playing Cards
            2. List Their Proposed Trading Cards
            3. Weight Their Cards
         3. Composite of Card Values
            1. Supply Chain Management Firm
            2. Counterpart
            3. Delta/Variation
      6. Establishing the L-O-B Profile
         1. Supply Chain Management Firm
            1. Identification of Known Values
            2. Creating the L-O-B Graphics
         2. Counterpart Objectives
            1. Projection of Estimated Values
            2. Overlay Their Graphics
      7. Strategies and Techniques
         1. Supply Chain Management Firm
            1. Strategy of Applications
            2. Identification of Techniques
         2. Counterparts
            1. List Historic Strategies
            2. Techniques Used in Past
         3. Analysis of Objectives
   
   
4. Financial Consequences and Probabilities
   1. Supply Chain Management Firm
      1. Financial Advantages
      2. Financial Liabilities
      3. Positional versus Interest Bargaining
   2. Counterparts
      1. Financial Advantages (projected)
      2. Financial Liabilities (projected)
      3. Positional versus Interest Bargaining
   
   
5. Establishing the Supply Chain Management Firm Checklist
   1. Items Needed
   2. Items Required for Future
   3. Key Objectives to Include
   
   
6. Conclusion