Business negotiations: preparation, conduct, analysis
Preparation for business negotiations: what you need to know and do in advance
Preparing for an important meeting takes an experienced Manager almost more time than the negotiations themselves. To properly carry on a conversation and interested potential partners and customers, you need not only familiar with what a private firm. It is very important to study and the partner company or client. Need to find out what company, which product produces, how much is brands. The business conversation is very important.
Before important negotiations, you must prepare a brand book — a small booklet colorfully telling all what the organization does. There should not be much text — just the essential information. Better to add more images of the manufactured product, graphs, profit growth, etc. Booklet needed for clarity, and the bulk of the information should sound in words.
In addition to the brand can show a brief film about the company and to offer a presentation which will be presented the main advantages of cooperation. After negotiations, all materials better transfer to partners or customers in electronic form so they can once again see them in my office and more competently presenting the subject of negotiations.
Negotiating: what to be ready for
If a business meeting was conducted correctly and in the right amount, surprises in the negotiations, most likely, will not arise. However, should prepare for the fact that potential clients and partners will ask uncomfortable questions. For example, about cooperation with other companies in common with them profile. In this case it is better to be limited to generalities. Business information, learn about competitors, may harm not only their business, but the native companies. To lose of customers and partners due to the excessive talkativeness is very easy.
If a business meeting is held on company property, the first appears to be on the receiving end. Then came to negotiate guests. After this you should offer tea or coffee, hand out pre-prepared materials and to initiate discussion on the topic of the meeting. The first stage — acquaintance with the company, its services and products do not need to proceed. 10-15 minutes is sufficient. After that, if guests do not have issues, you can go directly to information about possible ways of cooperation.
If negotiations are delayed, an hour and a half is better to take a break. Offer interlocutors drinks and snacks. After 10-15 minutes you can continue the negotiations.
If it becomes clear that guests are not too interested in cooperation, ask them to share how they saw the perfect partnership. After that try to represent the company in the light most favorable to the interlocutors. Dialogue is an important component of successful negotiations. Partners and customers should not feel that everything has already been decided. They need to show that their opinion is extremely important and significant for successful cooperation.
If the negotiations drag on, but it lead to nothing, make another appointment in a week and a half. Most likely, the interlocutors do not have the right to make independent decisions, they need to consult with the leadership. And next time, try to ensure that the negotiations came not only managers, but also senior member having the right to say the final "Yes" or "no".
During the negotiations in Notepad, you need to mark which messages generated the most vivid reaction of the interlocutors — both positive and negative. This will help to perform, on what to focus during the next meeting, and how to continue to build cooperation with the maximum benefit for both companies. Thus you can save precious time by not offering customer and partner absolutely uninteresting for them activities and focusing their attention on the fact that the volume of productive cooperation can be enhanced and bring benefit.