Our second negotiations task was similar to the first where two pairs are given individual case studies regarding the same negotiation and they need to come to an agreement of who buys what for what price.
Previously I was a buyer and there were many complications in the process.Therefore as the observer it was very interesting to examine the behaviours of the pair I was assigned to in order to detect any disruption to the original negotiation tactics.
Firstly I noted down the discussion my pair were having after have read the case. They were talking about what they want out of the negotiation and the way in which they would go about it. I also took down how they thought the other pair would react in order to be prepared for any style. Both the individuals wanted a win-win situation if it could be possible and didn't talk about using sneaky tactics.
Throughout the duration of the real negotiation I found it difficult not to intervene or contribute as of course I was on my pair's side and wanted them to win. It was interesting to see the negotiation start off with a calm introduction and a small conversation before prices were being discussed which definitely set the tone of the whole session.
The pair's predictions of the opponent's tactics were entirely wrong (they thought they would be sneaky, instead, the opponents behaved the same way they did) therefore making the operation easier for everyone. As said in the private discussion they mad clear that they would stick to their aim and to their ideal price per unit as close as possible and this goal was achieved.
Without aggression or hard negotiation tactics the end result benefited both sides.
Overall as the role of the observer I found it most interesting to see if there were any differences between the private talk to when everything was on the table in the negotiation. For many the real thing can be flipped upside down and be a completely unexpected conversation however in this instance it was very close to the original plan.
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 Georgina, great observation and reflection. You might want to add, consider and share the observer-frameworks (from the observer's note sheet) and how you saw your team's negotiating styles and attitudes along those dimensions and using a number of the frameworks: both as personalities and as behaviours (of the individuals not the team). In particular a note on what examples from their behaviour was BARGAINING and what was NEGOTIATION?
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