To jest nasz przewodnik do negocjacji z zestawami scenariuszy. Zaplanuj kolejne negocjacje przy użyciu narzędzi biznesowych, takich jak SWOT, Johari Window, BATNA i inne. Korzystanie z storyboardów w przygotowaniu jest przydatne do dzielenia się swoimi pomysłami z kolegami i innymi negocjatorami.
The capacity to provide something the other side wants.
MODERATELY STRONG
NextWidget
MODERATELY STRONG
Fabricorp
Obstructive
We are established customers and can keep providing them revenue with no new costs and low effort.
WEAK
They can manufacture our widgets for us, without the hassle and risks of switching manufacturers.
WEAK
The capacity to prevent the other side from getting something they want.
Walking
The capacity to leave the negotiation.
We could take our business elsewhere, but they could quickly find another customer to replace us.
MODERATELY STRONG
They could force us to find a new manufacturer which would slow widget production, but only temporarily.
MODERATE
We have several viable alternatives including our BATNA, LocalMade.
Their services are in demand, but I'm not aware of a product that is equally profitable for them.
Normative
The capacity to sway the negotiation with arguments about fairness, or other normative values.
MODERATELY STRONG
MODERATELY WEAK
Collective
The capacity to enhance or augment another type of power by reaching out to individuals or group outside the negotiation.
We can point out we need to keep manufacturing costs down to maintain a positive bottom line, and we might deserve a discount for being conscientious customers.
WEAK
They could argue their margins are as slim as ours.
VERY WEAK
We could try to organize with other Fabricorp customers to negotiate lower prices, but that would be difficult. If they really treat us unfairly we can be sure to tell people, but that's not something we can raise in the negotiation.
Most collective power they could leverage would involve illegal anti-competitive collusion or interference.
Personal
The capacity to enhance another sort of power through personal qualities.
MODERATE
STRONG
I'm a decent negotiator, but try a little too hard to please people. I do know the business very well though.
Susan has a lot of experience negotiating and I always felt like she is in command of the conversation when we talk. She is extremely competent and knowledgeable.