Transcript Document

Business Negotiation
Designed by Tao 2014
Directed by Nancy 2014
INTEREST
core
Interest is the
,
negotiation is one method
to secure your interest.
INTEREST
1
The imaginary boundary
2
Proposal and interest
3
Trade-off interest
4
Benchmark of Interest
INTEREST Imaginary Boundary
ACTIVITY
CASE OF JUDY
INTEREST Imaginary Boundary
Unreal assumption about strategy
Ignore the voice of your opponents.
Be neglect to opponents’ need. Why you are still
needed in this negotiation?
INTEREST Imaginary Boundary
All invisible Boundaries, all forms of
limit
Including: Assumption, Paper work, Topic itself,
Market price, First offer
Because it can be utilized as Anchoring Strategy.
INTEREST Priority Level
A negotiator classifies different interest, and label
them with different priority level.
Different level is recalled in Value Creator,
“differences generate extra value”
INTEREST
Face,
Physical
Money
Need
INTEREST Vs PROPOSAL
CASE OF LOGISTICS
SOLUTION AND
QUOTATION FOR FRANK
INTEREST Vs PROPOSAL
Within the text of a negotiation topic, … is
topic, … reflect need, solution is…
Key issue is that the Proposal MUST
COMPLY with the Interest
INTEREST Vs PROPOSAL
The Tale of Two Bridges
Father For Justice
The Church and School
Argument: to
BREAK down the
bridge to boost GDP of …
Fathers 4 justice
The story of this organisation
th
19 May, 2004
Fixed Interest Vs Trade-off
Definitions
Scenario comparison
Benchmark of Interest
A simple method to
EVALUATE different interest.
Different weight reflect different
PRIORITY of interest.