fosco frongiaSenior project manager| ENTE PATRIMONIALE CHIESA GESU' CRISTO SUGFino Mornasco, Como, Italy
reading an interesting article my attention was focused through this concept:
during a negotiation it is very important to know how the counterpart is organized, who and how final decision is taken. We can pass from an extreme, final decision is taken by a person who has complete authority, to another one, final decision is taken through group consensus.
Which negotiation style is adopted preferably in your country? Which vantages you can define adopting this style?
many thanks in advance for your contribution Saving Changes...
We prefer to follow the group approach but all in the group can agree to one suggestion so it has to be based on Value and Majority.
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1 reply by fosco frongia
Feb 28, 2016 4:23 AM
fosco frongia
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Very interesting, many thanks Kumar
Saving Changes...
fosco frongiaSenior project manager| ENTE PATRIMONIALE CHIESA GESU' CRISTO SUGFino Mornasco, Como, Italy
Feb 28, 2016 1:42 AM
Replying to Pravin Kumar Shrivastava
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We prefer to follow the group approach but all in the group can agree to one suggestion so it has to be based on Value and Majority.
Very interesting, many thanks Kumar Saving Changes...
PANKAJ KUMAR JOSHIGeneral Manager| Transrail Lighting LimitedNainital, Uttrakhand, India
We follow group approach for clarity and initial negotiation. Then technical and commercial comparisons are made. A high level management meeting is usually conducted with authorized person for final discount with vendors.
Senior Projects Manager | Field & Marten AssociatesNew Westminster, British Columbia, Canada
I somehow tend to agree with what Pankaj has mentioned.
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1 reply by fosco frongia
Feb 28, 2016 5:13 PM
fosco frongia
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thanks Rami
Saving Changes...
fosco frongiaSenior project manager| ENTE PATRIMONIALE CHIESA GESU' CRISTO SUGFino Mornasco, Como, Italy
Feb 28, 2016 5:20 AM
Replying to PANKAJ KUMAR JOSHI
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We follow group approach for clarity and initial negotiation. Then technical and commercial comparisons are made. A high level management meeting is usually conducted with authorized person for final discount with vendors.
fosco frongiaSenior project manager| ENTE PATRIMONIALE CHIESA GESU' CRISTO SUGFino Mornasco, Como, Italy
Feb 28, 2016 12:23 PM
Replying to Rami Kaibni
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I somehow tend to agree with what Pankaj has mentioned.
thanks Rami Saving Changes...
Sergio Luis ConteHelping to create solutions for everyone| Worldwide based OrganizationsBuenos Aires, Argentina
I have the opportunity to take training with Mr. Fisher and Mr. Ury at Harvard University and after that I have the opportunity to participate in real life negotiations in goverment (in South American countries), USA and other companies located in Europe (French, Germany, Spain) and Asia (Chine, Japan, India) in quit diferents domains. If you ask me, taking into account I am not a subject matter expert) I will say: 1-from all I have read I think that Fisher and Ury have created the best method I used. 2-the style depends on both cultures: organizational culture and regional/country culture. I have to say that organizational culture is the most important to take into account. 3-the style will define lot of things. You will find that some organizations used groups to negotiate while others use at least two people. What I find is everything is planned in advance.
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1 reply by fosco frongia
Mar 01, 2016 5:01 PM
fosco frongia
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Thanks Sergio, I was not so lucky like you taking training directly with Fisher and Ury but I learned they negotiation method. I agree with your affirmation and confirm that the negotiation has to be based on a strategic plan which could be adapted to new circumstances during the bargaining but has to be defined in advance
Saving Changes...
Stéphane ParentSelf Employed / Semi-retired| Leader MakerPrince Edward Island, Canada
It really depends on how accountability is distributed.
If everyone is accountable for a portion of what is being negotiated, then the decision should be made by all those accountable.
If, however, only one person is ultimately accountable for the final negotiated result, then that person should make the decision.
Of course, that person should consider input from the others as part of her decision making process.
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1 reply by fosco frongia
Mar 01, 2016 5:03 PM
fosco frongia
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thanks Stéphane, it is true. as commented in my answer to Sergio, all should be defined in a "negotiation strategic plan", particularly the method to take decisions
Saving Changes...
fosco frongiaSenior project manager| ENTE PATRIMONIALE CHIESA GESU' CRISTO SUGFino Mornasco, Como, Italy
Feb 29, 2016 7:43 AM
Replying to Sergio Luis Conte
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I have the opportunity to take training with Mr. Fisher and Mr. Ury at Harvard University and after that I have the opportunity to participate in real life negotiations in goverment (in South American countries), USA and other companies located in Europe (French, Germany, Spain) and Asia (Chine, Japan, India) in quit diferents domains. If you ask me, taking into account I am not a subject matter expert) I will say: 1-from all I have read I think that Fisher and Ury have created the best method I used. 2-the style depends on both cultures: organizational culture and regional/country culture. I have to say that organizational culture is the most important to take into account. 3-the style will define lot of things. You will find that some organizations used groups to negotiate while others use at least two people. What I find is everything is planned in advance.
Thanks Sergio, I was not so lucky like you taking training directly with Fisher and Ury but I learned they negotiation method. I agree with your affirmation and confirm that the negotiation has to be based on a strategic plan which could be adapted to new circumstances during the bargaining but has to be defined in advance Saving Changes...
fosco frongiaSenior project manager| ENTE PATRIMONIALE CHIESA GESU' CRISTO SUGFino Mornasco, Como, Italy
Feb 29, 2016 12:49 PM
Replying to Stéphane Parent
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It really depends on how accountability is distributed.
If everyone is accountable for a portion of what is being negotiated, then the decision should be made by all those accountable.
If, however, only one person is ultimately accountable for the final negotiated result, then that person should make the decision.
Of course, that person should consider input from the others as part of her decision making process.
thanks Stéphane, it is true. as commented in my answer to Sergio, all should be defined in a "negotiation strategic plan", particularly the method to take decisions Saving Changes...
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