Counseling
Determine and explain the key steps you would take in opening the negotiation session.
The previous scenario was negotiation on the purchase of computers for the government. I would start off on a friendly basis reminding the other party why we are here and reminding them of their interest in accomplishing the deal. In this way, I have laid the basis for a meeting that would hopefully be perceived as friendly rather than as potentially combative (where each attempts to best the other). I would stress the win-win attitude: that we each have something to gain from the outcome and that we can each meet the other's needed. In order to meet my other party's need, I want to understand them as well as I possibly can. My aim would be to strive for the friendly atmosphere where there is open communication, emphasis on compatibilities, mutual endeavor towards problem solving, and the back-and-forth of opinions.
Before opening the session, I would also have determined whether it were best that the session be conducted via one particular representative of each party, whether by several key people, or whether by both teams as a whole. Those most skilled in negotiating and representing the other should be chosen. Relevant specialization and needs should be represented. A strong leader must be chosen. It is most important that my team be united so that they not splinter under possible conflict or stress.
I would have prepared my strategy in advance, and would open the session by allowing the other party to speak first. This would not only be a way of according them respect, but would also enable me to assess their strategy hence allowing me to determine which issues to address and which to refrain from. I will be able to see which issues they want to refrain from discussing. My opening offer, in turn, should not be so substantial that it displays my entire strategy.
2. Determine and explain the key steps you would take in conducting the negotiation session.
A facilitator may direct the discussion and ascertain that each hears the other's side in a non-judgmental...
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