Structured Approach to Effective Negotiation Sessions PPT

This PPT slide, part of the 72-slide Best Practices in Negotiations Strategy PowerPoint presentation, outlines a structured approach to negotiation sessions, emphasizing the importance of following a predefined sequence to achieve session objectives. It is divided into 5 key phases: Opening, Introduction Presentations, Proposal Exploration, Solution, and Closing.

In the Opening phase, the focus is on team introductions and setting the stage for the meeting. This includes clarifying meeting objectives, establishing the agenda and timing, and setting ground rules to ensure a productive discussion.

The Introduction Presentations phase involves a brief overview of the client and the supplier. This section highlights the need for a standard presentation on the client, along with an update on the strategic sourcing program status. It also includes an overview of the supplier's corporation, products, and facilities, which helps in aligning both parties on the context of the negotiation.

During Proposal Exploration, the supplier presents their proposal, emphasizing key highlights. This phase also includes clarifying open questions, discussing technical and commercial issues, and communicating the supplier's position and flexibility.

The Solution phase is crucial for identifying areas of agreement and addressing any issues of disagreement. It encourages a problem-solving approach, focusing on the issues rather than personal conflicts, and allows for tabled discussions on unresolved matters.

Finally, the Closing phase summarizes the key points of the meeting, including agreements and open issues. It defines the next steps and actions required from each party, complete with firm due dates to ensure accountability. This structured approach is designed to facilitate effective negotiations and foster collaborative outcomes.

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Negotiations Best Practices Strategic Sourcing