第4回Online workshop報告(7月18日)

<Agenda> How can you be a good negotiator?

What do you pop into your head when you hear the word “Negotiation”? Some people would find that the word sounds difficult, and others would be familiar with this term. As a matter of fact, a lot of people have many kinds of experiences in negotiation.

For example, when you plan a trip with your friends or family, you talk with them about where you will visit, which hotel you will stay at and what you will do. In this situation, you introduce your own plan to each other and then discuss them in order to make a schedule. During the discussion, you sometimes compromise something to make them accept your suggestion, sometimes you offer an alternative to reach a conclusion.

 It can be said the communication I mentioned above is one of the kinds of negotiation.

Besides the example relevant to daily life, there is a ton of negotiation in the business situation. Actually, I had many opportunities to negotiate some topics with customers. To give you an example, I asked the customers to accept raising price of a product when I was a sales-rep. In this situation, I often presented to customers twice as much price as a target price I had to raise in a first negotiation. Specifically speaking, I presented ¥400/kg UP as a first price when I have to raise ¥200/kg. It was natural that they declined my first offer, and they asked me to reduce range of raising price. So, I presented ¥300/kg UP to my customer, and then they finally accepted my second offer. I could say that the negotiation was successful for both the customer and me. This is because the customer was able to save ¥100/kg in a good way.

Actually, this above way I often used is well known as one of the fundamental techniques to get successful in negotiation, which is called “Door-in-the-face1)”. Apart from the technique, there are several negotiation techniques, which you can see in a book or on a website regarding negotiation.

I believe that you or people around you have some techniques or tips to get successful in a negotiation. So, I would like you to share with members your own trips or other’s techniques in this workshop. Anything would be fine. I would be grateful if you could share your experience or thought as much as possible. I believe that you could be a good negotiator after this workshop by getting new tips to get success in negotiation.

【Questions】

  1. What do you pop into your head when you hear the word “Negotiation”?

  What kind of action do you think is negotiation?

  1. Who do you think is a good or bad negotiator in the world or among people around you? Why do you think that he/she is a good or bad negotiator?
  2. Have you ever negotiated with someone? What kind of topic have you negotiated about?

I believe that everyone has many different experiences of negotiation in their life.

If you have experiences you get successful in negotiation, please share your episodes as well as tips to get successful.

If you have experiences you failed to get success in negotiation, please share your episodes as well as causes you failed.

After the workshop…

I would like you to pick up several tips to get successful in negotiation during Q3, and then I would appreciate it if you could share them with everyone after the workshop.

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