Warmer negotiation about frozen things ! 

This morning was the group negotiation between Iceland and Omnitruck companies!

Before the negotiation we have all prepared some personal ideas and ways of negotiate.
I, personally, thought about pointing the fact that we are a company that is growing up and that we will have to deal with Omnitruck in the future. An other idea, was about our relationship with company in our market, and that we lead this market. Moreover, I thought about marketing aspects, in effect we have to negotiate trucks and painting our colours and logos on it is a very good advertising and can also be a good one for Omnitruck because it's a Dutch company and we do business in UK.

Our Logo ! 

We started with all the Iceland team with some general strategy and ideas for the negotiation. After that, with my team composed of 4, a multicultural team and diversified !
We decided to take account of the bonus points because they might be things that the counter part don't really care, compared to deliver time, delivery, discounts..
One of my team member proposed to ask the other part some specifics points as for example the fuel consumption of the truck, some technical aspects that can "disturb" the other part.

At the end : it wasn't very easy to deal but the result was good for all teams : Win-win !!! . In my case my company got 10 points and the Omnitruck's one 11.

The result of my team :

6 trucks
100 000 eu /truck : we tried to get a discount but it was the most difficult part, and at the end, during the class discussion we understood that Omnitruck company couldn't give discount easier if they want to get points
Delivery time : 45 days, one of the things that we negotiated longly
Painting of trucks in company livery at no extra cost : we pointed the fact that they can also paint their logo and that can offer them a free advertising in UK, as they are a Dutch company
Delivery at 1 port, Ipswich : it wasn't one of our priorities, so at the end we were happy with that.
Bonus points / other aspects :
- 20% discount for future orders
- Future deal will deliver trucks to 6 different ports
-Payments staggered over 6month period

Others deals favourable to our company (that we easily obtained because the Omnitruck company didn't really care) :
-Maintenance of the trucks
-Extension of warranty (+2years)
-Marketing point : they promote our company on their website

I think that, globally we well-dealt with the objectives of this negotiation. And a good climate was created with smile, jokes... :)
Moreover, I fell that everyone improve her/his negotiation skills, after several lectures, practising exercise, simulation !

Negotiation peak ! 

The feedback part is useful because after the negotiation we all have observed some aspects in which others can improve and it's important to tell them, and moreover it's also very useful to highlight what was good done.


Thanks all, it was a nice morning ! See you on the next and last lecture for a fun simulation and surprises as said Mia in her blog.

2 articles on 1 ! 

Sometimes a pirates can be sick... 

03 of November,
Unfortunately I was sick during the workshop presentation.. my group is the Pirates one ! I've heard and read that every workshop went well and were interesting for everyone. I think the lecture was very different because students had the role of learning others some knowledge. For me, it's a good way of assimilating knowledges.

During this work, we decided to analyse a movie in which there is a negotiation, after some watching we chosen Pirates of the Caribbean and a scene of negotiation between Barbossa and Jack. 
I think we well-analysed it, focusing on different aspects of Negotiation : body language, choice of words, tone...
I really hope you enjoyed my group presentation, and i want to thank an other time my 3 colleague for the presentation without Yann & Me.

--
All the key and secret to become an efficient negotiator 

10th of November,
I have found very funny and useful the "communication partners around the Word", but as Mia said we have to remind that it's a global view and that doesn't represent all negotiators from each country. We also have to be careful about stereotypes... 
I didn't know that French negotiation style use "power of imagination" and it was surprising to discover it during the lecture. 
One of the most funny with the Finnish style... But I personally think that it doesn't represent well our Finnish colleague in this class, I think Finnish people that I know have a German style or a French style of Negotiation, regarding this analyse (it's my opinion, and maybe I haven't negotiate with enough Finnish to make a conclusion about the Finnish style, dear lectors please let me know what do you think about it!) . 
I take a look to some style at home because they are very different : Singaporean, Korean.
During a project for an other course, I presented Turkey and it business etiquette and because the country is very diversify and it history is full of change, I think it's well represented on the Turkish negotiation style.

I really liked this picture because I think it's a blog picture, and it will make my blog more nice ! (but it's also related to : Expanding the pie concept in Negotiation)

Expanding the pie 
I agree with Bill and it idea about negotiation : "An astute negotiator goes beyond the “I win – you lose” philosophy and tries to make both sides winners. The solution is to be creative, to find out what the other side needs, and to satisfy that need." It summarise on only 3 lines what is negotiation for me. I never do negotiation that include money (or something important) so we easily find a win-win way of negotiate and maybe I never negotiate with professional negotiator. 

I was very helpful to discuss about our strengths and weaknesses because it allows us to point it and to have our colleague view about our negotiation style... That can be helpful for our last and others negotiation on the future. I hope I will use all the keys of an effictive negotiator because now I know all of them and I don't have any excuse ! But I think I have to work on some point like "avoid irrirators" for example. 

               

We also discussed  about all our negotiation during the difference lecture and we point that lecture after lecture all the group members were more confortable with negotiation. 

What about the re-nego of the assessment criteria.. ? I think it wasn't as clear as the first one, but at the end we are all (I hope) happy with the result. Let's see next week when we will use them ! 

I think we are well equipped for the last negation ! Let's see on the next lecture :) (I am on the buyer side)


--


One of the real negotiation in my life : 

(I haven't been face real real negotiation, but I will try to write about one)

What was it about? 

2years ago, I was (only) 19 and I asked my parents for going in the South of France for holidays, by car, with my friends. I got my driving licence just since 1 year but I driven everyday and also for long distance and my mom knows about my driving...

It was for 2 weeks on the South of France, in Montpellier, that is 630km far from my city, Orléans. My friends are 2 girls, and my parents know them from my childhood, they know their parents... 

With whom did it take place? With my parents with whom I live, my Dad work abroad so we don't have the same relationship than the one with my Mum, but we are all very close. They trust me etc...

Were you happy with the outcome? Why? / Why not? 

It was one of the first and big negotiation between me and my parents, usually it was just about money, or parties. 

At the first of the negotiation they didn't agree, but minutes after minutes I proved them that they can trust me, but not only me, my friend too. 

I have presented them what we have plan to do, where we will sleep... I also remind them that I will call them every 2-3 days and also post some pictures on our WhatsApp group conversation. Finally they said yes, and they also asking me if I need money for my first Holiday without them ! 

How could the outcome have been improved…

-For you? I couldn't have a better result than this one, because I get more than excepted (their agreement + money)

-For your counterpart?  If they want to be sure that everything went good and well they maybe had to ask about having news everyday. 

The result of the negotiation : Holidays !!!!