Stages of a funnel in vendor negotiations

How to create outlook signature

so in its most general terms you need to have a negotiation only when there is an incompatibility if everybody agrees with everything from the outset there is nothing to negotiate and there are times when people talk about negotiation as if it's negative as if it's a bad thing that we have to have an argument before we can work together but when you think about it people negotiate with each other about everything all the time - people will negotiate with each other about where they would rather go for dinner or if you have two cannibals they negotiate with each other regarding who they'll have for dinner and that's just the way life is is that we don't always agree with everything from the outset and we have to get to the point where we're able to cooperate and collaborate on something the stages of negotiation just in in in very general terms where we're going to be talking about what you need to be doing for your due diligence to prepare for a negotiation and and and I'm moving from there to how you get to that win-win outcome and implement a particular plan of action for making sure that all the stakeholders at your institution are comfortable with whatever it is that you just settled on so to begin with preparation there there's a question about who you should be consulting do you want to be getting the pie involved sometimes you need to because you need to understand what each party is bringing to the relationship and and at the best place to get that is from the PI they're going to be other times when you may not need the pious if ik input but you need to know who the stakeholders are who have a vested interest in the outcome of the negotiation so that your position to represent those interests in the discussion and to involve them in conference calls when that's appropriate when you think that's going to advance the conversation to the next step as opposed to just bogging it down do you have any other thing that you want to add to that crack well it does occur to me that at least the first four bullet points are it's important to recognize that it's an iterative process so you prepare you discuss clarifying goals you negotiate then you do it again usually at least twice before you get to the point of having actual agreement on what the terms will can be and it's a as you prepare for the conversation with your faculty member it's helpful it's an opportunity to educate to in help manage expectations about how this negotiation is actually going to proceed yeah I think a really nice way to emphasize that point is to look at how there can be just a misunderstanding when you're going into that first iteration and and you can be spending a lot of time and and resources preparing to deal with something that you think is going to be a serious roadblock in your relationship with the other party and then when you get on the phone with them for the first time you realize that they've used the wrong template or that they didn't mean what you thought they meant by that sentence and they're more than happy to clarify it and and and so well which what you thought was going to be a serious issue turns out to be not that big an issue at all but then you can go right back to a situation where you thought something was going to be minor and that it was going to be an easy process to get them to make a change and surprisingly they refused to make that change so so both both of those things can happen which is why you have to cycle through those stages multiple times