Diary of a CEO

The learning from last Carrier meeting is : changing the discussion sequence and not following the proposed agenda can disturb the negociation strategy for the counter party; I didn't know this tactic is on purpose or not, but when the last meeting commence, our agenda is like : talk about the difficulties first, then see how it can be fair treat and then bringing the beef as the after good intention treatment, as we present the agenda first -- by preparing the hand out, Chairman asked the attending party ( the non negociation team ) to offer what's on their pocket before run into the agenda. This is so smart. By doing this change, the counter party can really taste the beef before deciding what to counter offer, and it will give the other party a better negociation ground.

Bundle negociaiton is normal to see, what to be " trade-off " on and off the table is quiet important, how to value the exchange terms ? Everyone have their perspective, commercial term have nothing to do with fairness, don't forget " the winner take it all " rule in the commercial jungle.

I like the creative change of this negociation tactic, no matter it's on purpose or not, it really hold the ball and can flexibility alter the strategy anytime during the negociation process, this is what I learned and this is not to set any bottom line.

the other tactic is urge everyone in the meeting room to speak, if the counter party didn't have a story board to follow and don't have a script on hand, the invitation from meeting Chairman can easily explore the inconsistency of the party and to disclose some information which the " representative speaker " didn't want to release. Be sure to inform all the attendee in your side to follow the story and script, not to add on any personal opinion on the negociation table. This is the second lesson I take from the meeting.

posted by Roger @ 6/09/2004 02:31:00 下午