How to set and execute a winning concession strategy in any negotiation? - Shared screen with speaker view
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Yes, important to ensure anyone within my negotiating team is aligned on same concession strategy
Not yet, but I’m sure I will starting tomorrow!
You need to know your own position very well
Alignment with internal stakeholders
what is important to me, what is important to the other party? where are the red lines….
The target of the negotiations need to be clear
You need a prioritization of what you want
Costs, timescales, resource mix
Valuing concessions to both parties
I need to know who is participating
Publicity, contractual elements e.g. IPR
What both parties see as 'Value' in the deal
How much does culture affect concession ingredients?
we will answer all the questions towards the end of the webinar
Hi Juan, great question! The culture will definitely have an impact on what the expectations are of concessions. In some cultures they may be expected to a greater or lesser degree. Would say that in terms of homework that you need do, this should not change. You need to understand positions, define priorities and map out the concessions you want to make irrespective of the culture (but having it in mind).
thank you a lot. Great Webinar. I'm sorry i Need to leave at 4….