Does Your Company Have a Negotiation Model?

"Everything we do in a company to meet the goals of our strategic plan depends directly or indirectly on negotiation processes."

Thursday, July 28, 2016

A proposal by Gabriel's Vallone, professor at IEEM, the Business School at the University of Montevideo, suggests that individual negotiating power should be extended in an integral - and in a manner bespoke to for each company-  model covering all business prospects and interests of all of the parties involved, both external and internal ones.  

The goal is to "... ensure that the negotiation becomes a shared organizational competence at all levels.  "

Vallone identifies six basic points to achieve that goal:

1.  "... Map the parties involved in the generation and absorption of economic value: customers, suppliers of raw materials and inputs, suppliers of goods and services related to production, suppliers of other goods and services, employees, financial institutions, state agencies, partners and shareholders."

2.  "... Integrate a trading scheme to those on whom we depend hierarchically as another stakeholder of each of the negotiations that we face. "

Read full article "La negociación como competencia organizacional" (in spanish)

More on this topic

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Without falling into the bad habit of micro-management, managers should follow the premise of "less deskwork and more walking around the factory."

An article published by the School of Business at the University of Montevideo, points out the need for senior executives and business managers to leave, for short times, the strategic part of their job, in order to be more directly involved in the company's concrete production processes.

The Art of Drinking for Business

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Art form or not, in China alcohol is key to doing business despite the government recently having it forbidden in official meetings.

"Anyone who does not understand the culture here does not win at the table," says the communicator Xiu Weiliang, who has risen to fame after launching his course entitled 'The art of drinking', which thousands have already signed up to.

Five Tips to Negotiate Better

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"All human interaction involves negotiation, from children to relationships, from work to travel, from politics to diplomacy."

Stuart Diamond, of the Wharton School of Negotiation, explains that although negotiation processes are always present, almost everyone does not negotiate properly and we tend to create conflict rather than solve problems.

Give to Receive

September 2010

“Compromise is the art of dividing a cake in such a way that each party thinks they get a bigger piece." Harvey Mackay

A dog with a bone comes to a pond and sees its reflection in the water. It thinks it sees another dog with a bone and tries to grab that one too. In doing so, it drops its bone in the water and winds up with nothing.

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