Welcome back with me masukpak-eko.blogspot.com in book negotiating 101,now I will explain about When to close and How to close the Negotiation until make a list for a negotiation. then what are you waiting for? just read the explanation below.
Chapter 9
The close : When and How
When it comes time to close,there are some obvios and some not so-obvios signal that the moment is right to make the move.if it seems that most goals and objective of both counterparties have been achieved, Then it might be time to move forward into the close.
A first step for both parties is to review notes made throughout the course of the discussion.in a slower,deeper negotiation this is important because you may not remember every detail,or you may remember too many detail and lose the strategic forest among the tactical trees. (What did you really agree on?) likewise,reviewing notes is important in a fast-paced negotiation because everything happens so fast.
It often help to outline all the agreements made,and the details and terms that were dicussed,on a separate sheet of paper or electronic document.list the terms of deal,including concessions, and any contingencies or item that the require further detail or research.write everything down as clearly as you understand it.if all goes well,these documents will become the terms of your agreement.
Next,compare your notes with those of your counterparty,or if he didn’t take notes,read each item on your list out loud.The point is to have both of you not just hear but understand the agreement in the same way.if you thought your counterparty was paying the shipping charges in exchange for a 20 percent discount on production fees but he thought he was paying 20 percent of the shipping,then you’ll need to work that out.
Chapter 10
Types of contract
Contract serve to record agreements that two or more parties have made with each other and to outline the terms of those agreements.A good contract protects the promise,expetations and investments of the parties involved,and if done right,is sufficient to be enforfced such that disputes can be resolved in a court of law.
Contract can range from a simple template form to specific costum-written documents that are tailored to the specific deal.
Form Contract
Form or boilerplate contract are precrafted templates used for basic,oft-repeted agreements.Most real a state agencies and mortgage brokers will use the same form contract for every client.these boilerplates list the conditions,limitations,and delivery expectations agreed to,and they are amended only to reflect the terms and provision unique to each situation.The set-in-stone appearance of this type of contract may seem intimidating,but you can change the form,to add or delete items as needed,so long as both parties agree and accept the changes (usually by initialing the change).
Chapter 11
The a list
Perhaps it is obvious by now,but every negotiation you’ll be engaged in involves roughly the same set of key skills and steps.you can set up a simple grading chart covering just a handful of items.What follows is an example of a short chart you might use to grade or score your performance in a negotiation:
· You “saw” the negotiation : its preparation,start,middle,and finish.
· You prepared the right – and right amount of – information,including product attributes,competitive environtment,etc.
· You “knew” the counterparty and what she or he was looking for.
· You got the deal done.
· You achivieved your objectives and goals.
· You came up with a win-win
· You have a good idea of what went right and what went wrong.
· You learned from your mistakes.
· You advanced the relationship with these negotiators.
· You advanced your personal and professional reputation.
You won’t get straight A’s the first time around;nobody does.but over time your grades will inevitably improve.
