BEFORE: PREPARATION
I already interviewed my father to discover
his needs, and he was aware of the product. During this interview, the
objective was to make him sign the contract that will allow Fabulyzer to send
him an email once the product is launched, if it gets launched.
I had to read again my notes so that I had
in mind his needs and pains. I also had to have the agreement printed and bring
it with me. I prepared also by completing the plan, to have a clear idea of how
the interview would be.
AFTER: SELF-EVALUATION
About the
preparation: I wanted the performance to seem natural, however I could have
prepare more by noting down the questions that I had in mind. Of course I
probably wouldn’t follow them step by step, but it could make the conversation
more fluent.
About the
negotiation plan: It was hard to define it in this case. It was easier for me
to complete it when we had the case in class, because it was about two
companies with specific goals (buy-sell and conditions clear).
About the
performance: It seemed odd to act formal with my father. This might explained
why I laughed when he said that he had no shape to maintain, at all. I wouldn’t
have done it with a stranger. I tried to listen as much as possible, to make
sure we both understood the same about the needs and pain we talked last time,
and figure out if there was a new information that he would add. Regarding the
body language, I could have been more dynamic. Finally, I think I did well,
during the moment of the signature, to explain why a contract is required for
an email and emphasis on the fact that it will not imply a compromise of
buying. However, I could have asked if he new someone else that would be
interested in Fabulyzer.
