Reflection on Knight v Excalibur Engines Exercise:
Lucas and myself were on the Knight team and Julian and Adrian and the Excalibur team.
During our negotiation, we came to several conclusions about our negotiation:
-First of all, we were bargaining much more then we were actually negotiating. The first thing that was proposed was a price to settle on instead of establishing what each of us wanted.
-We were not truly listening to what the opposite team was saying: They proposed a price which we could have been interested in but we went on to proposing something else immediately without considering what they said.
-We did not try to "open" the possibilities enough. We should have reconsidered the terms of the contract and bend them in different ways to our advantage. We were too focalised on the price and not how the conditions could be changed.
-In the end, one of the members was not in accordance with the closing that we came to agree on. It was probably due to a lack of good listening and clear communication, considering the needs and wants of each team.
This exercise was interesting in the way that it made us realise what we were truly lacking in our negotiation and how to change it. Mainly:
-Negotiating and not bargaining
-Listening to the opposite team and what they want, and not just hearing.
-Opening the possibilities, changing the terms and conditions, not limiting ourselves to the price.
-Communicating our needs clearly in order to close the discussion in the most effective way.
-Let the opposite team speak more to reveal more information.
This sales blog helps you to be reflective about your learning to sell. This means that blog posts MUST NOT be a descriptive account of what you did but an opportunity to: share useful resources, tips with your peers on what works for sales; how and why you did what you did; what you now think about what you did; what ONGOING ITERATIONS you as an Individual need to make when securing YOURS AND YOUR TEAM goals and how YOUR TEAM has changed its assumptions. Make sure you evidence all your claims.
Toulouse Business School, Barcelona
Hi Alice, Lucas, Julian & Adrian
ReplyDeleteAs you mention at the end: " let the opposite team speak more to reveal more information", Chloé & I would suggest to have a brief talk with your partner.
We made a little scheme of how we were going to take the lead in the negotiation. Our tactic mainly existed out of 'Shut ups'. By doing this we were able to find the good timing of when to shut up and really listen to the needs of our interlocutors. Because of this strategy we didn't had the urge to start talking and were able to make our interlocutors feeling a bit uncomfortable so they revealed more.
Hope it helps!
Chloé & Charlotte
Excellent reflection and feed-forward Chloe and Charlotte- this is valuable to all who engage in learning through the human spirit of negotiation. Thank you
DeleteThank you for the good tip guys!! I will use that for the next try.
ReplyDeleteAlice