This is a continuing negotions addendum to the software/services master agreement order form. The parties will continue to negotiate modifications to the order during the period in which customer may return software to vendor for a full refund.
Continuing Negotiations
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US-TC05082B
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Preparation. Discussion. Clarification of goals. Negotiate towards a Win-Win outcome. Agreement. Implementation of a course of action.
Gather Background Information: Assess your arsenal of negotiation tactics and strategies: Create Your Negotiation Plan: Engage in the Negotiation Process: Closing the Negotiation: Conduct a Postmortem: Create Negotiation Archive:
Stage 1 Statement of Intent. Stage 2 Preparation for Negotiations. Stage 3 Negotiation of a Framework Agreement. Stage 4 Negotiation of an Agreement in Principle (AIP) Stage 5 Negotiation to Finalize a Treaty. Stage 6 Implementation of a Treaty.
There are five collaborative stages of the negotiation process: Prepare, Information Exchange, Bargain, Conclude, Execute. There is no shortcut to negotiation preparation. Building trust in negotiations is key. Communication skills are critical during bargaining.
Step 1: Work Out What You Want. First, you need to work out what it is that you are actually after. Step 2: Establish What You're Prepared to Give Up. Think about what concessions you are prepared to make. Step 3: Clarify Authority Limits. Step 4: Do Your Homework. Step 5: Decide On What Techniques to Use.
The first, and often the most important step toward successful negotiation is planning and preparation. According to Thompson (2009), about 80% of negotiators' efforts should go toward the preparation stage. However, planning and preparation go beyond what negotiators should do before negotiation.
Rule #1. Always tell the truth. Rule #2. Use Cash when making purchases. Rule #3. Use walk-away power. Don't get emotionally attached to the item. Rule #4. Shut up. Rule #5. Use the phrase: "That isn't good enough" Rule #6. Go to the authority. Rule #7. Use the "If I were to" technique. "
Be Prepared. Preparation is the first step to negotiating successfully. Your Goals. Consider Alternatives. Don't Sell Yourself Short. Take Your Time. Communication is Key. Listen Carefully. Explore Other Possibilities.
You gain power in negotiations when you have more alternatives at your disposal than your opponent does. You are at a tremendous disadvantage when you have no alternatives and absolutely need to make a deal with your opponent. The experts talk about your BATNA (Best Alternative to a Negotiating Agreement).
