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.