In life, many questions, including questions of effective business and lucrative contracts – is a matter of negotiation. Sometimes it happens that the negotiations between partners, in this case between the provider and the network of one issue or another (or on a cluster) collaboration reaches an impasse. No conflict, but also the promotion either. The reasons can be many, are the two main ones: 1. One of the parties are more experienced in the negotiation process and lead negotiate much more skilled than the other, ie just won the class “because of obvious advantages.” 2. Both sides are highly skilled in negotiating, and arguments for various partners, including unconscious reason, do not reach for one another and mutually accepted. In severe cases, a rejection of the individual partner, which is broadcast on the company he represents, and to a product that This company produces. In these circumstances, to continue talks in the same format and hopeless to deal with such situations, we recommend you bring to negotiate a third party.
And do not attract as mediator if all parties are present simultaneously in the negotiations, and to delegate authority to negotiate on our behalf, to represent its interests. Of course, that prior to such negotiations, and customer Mediator are jointly developing a purpose of the meeting, outline acceptable to the customer “clearing of trades,” develop criteria for success – pre-determine what the outcome of negotiations in this situation can be assessed as positive, some as good, and, finally, what can be considered a complete success. Progress reports is an endorsed the Protocol negotiations between the mediator and partner of the Customer, in which the recorded achievements agreement on further joint action. Known case in 2006. When in the presence of a stalemate between the company and the company Danone Agrotorg, Danone decided to organize joint training in negotiations and has invited He also purchaser, in communications which occurred as the lack of progress.
In one of the consideration for the training of business situations describes a scenario very similar to the real world. During the training, this situation has been successfully solved, which became the basis for solving real issues in real situations. After a short time after the training and Danone Agrotorg congratulated each other on surmounting difficulties in solving important for both Companies issue. When it is appropriate to involve a third party to negotiate? In the case of geographical remoteness of partners when the large investment of time and the probability of a favorable outcome of the meeting is small, when unknown contact and contact with him, when as a result of lengthy negotiations, terms and conditions are unknown, when in the course of protracted negotiations, the parties can not agree. When one of the parties voiced emotional decision, not conducive to business development, and with good intentions, can not publicly change their minds, “not to lose face,” In any case, it is necessary to negotiate. This is worth the entire business – always better to long, though until then, and fruitless, but the negotiations, to study the position of partner, exchange views, to listen and persuade, than not to work on the development of relations and not try to do it all