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  • 4/27/2012 1 Sub:Selling and Negotiations

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    Sanket Vinerkar
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    The document discusses the importance of identifying all relevant parties in a negotiation. It recommends mapping out influential players, including those involved in decision-making, governance, and implementation. Key parties to consider are those who must approve the deal and those who may have conflicting incentives. Getting the right parties involved from the start helps create the greatest value and anticipate objections. Examples are provided of mapping parties for selling a company and seeking a promotion. Managing the number of parties is important to avoid over-complicating negotiations while ensuring all useful perspectives are represented.

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    Group 2

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    The document discusses the importance of identifying all relevant parties in a negotiation. It recommends mapping out influential players, including those involved in decision-making, governance, and implementation. Key parties to consider are those who must approve the deal and those who may have conflicting incentives. Getting the right parties involved from the start helps create the greatest value and anticipate objections. Examples are provided of mapping parties for selling a company and seeking a promotion. Managing the number of parties is important to avoid over-complicating negotiations while ensuring all useful perspectives are represented.

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    Attribution Non-Commercial (BY-NC)
    Descargue como PPTX, PDF, TXT o lea en línea desde Scribd
    Marcar por contenido inapropiado
    9 vistas18 páginas

    4/27/2012 1 Sub:Selling and Negotiations

    Cargado por

    Sanket Vinerkar
    The document discusses the importance of identifying all relevant parties in a negotiation. It recommends mapping out influential players, including those involved in decision-making, governance, and implementation. Key parties to consider are those who must approve the deal and those who may have conflicting incentives. Getting the right parties involved from the start helps create the greatest value and anticipate objections. Examples are provided of mapping parties for selling a company and seeking a promotion. Managing the number of parties is important to avoid over-complicating negotiations while ensuring all useful perspectives are represented.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Descargue como PPTX, PDF, TXT o lea en línea desde Scribd
    Marcar por contenido inapropiado
    de 18

    4/27/2012

    Sub:Selling and Negotiations

    Presented By
    Farhan (12)
    Noel (32) Jarvis (17) Morgan (29) Sanket (47) Sanjana (46)

    4/27/2012

    Sub:Selling and Negotiations

    Get All Parties Right


    Its not only about two parties in the negotiation. E.g. Buying a Car. Parties involved are you, sales rep, sales manager , your spouse, plus other dealers in contention. Going with only the obvious parties can darken the real keys to the deal

    4/27/2012

    Sub:Selling and Negotiations

    7 Key Aspects

    Identify Highest Value Players.

    Map the Potential Influential Players


    Include All those involved in decision Making and Governance Process Map Influential Parties With wrong Incentives Anticipate Negotiations with those who must Approve the deal Consider those who must implement the deal.

    Include only necessary parties.

    4/27/2012

    Sub:Selling and Negotiations

    HIGHEST VALUE PLAYER

    Including the highest value playersensures that your deal can create the greatest possible value. Theme : Selling of Company

    4/27/2012

    Sub:Selling and Negotiations

    Identify Highest Value Players


    Scenario 1 Scenario 2
    Consumer product company

    Industry Buyer 1 Packaging Company (seller) Industry Buyer 2

    Packaging Company (seller)

    Industry buyer 1

    Industry buyer 2

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    Sub:Selling and Negotiations

    Anticipate Negotiations with those who must Approve the deal

    Get proposal Iteratively Verified at every stage Traveler Group and Citi Group mearger
    Securities and Exchange Commission(SEC) Federal Trade Commission(FTC) Justice departments

    4/27/2012

    Sub:Selling and Negotiations

    Anticipate influential parties who are going to influence the deal. In a negotiation be Proactive not Reactive.

    4/27/2012

    Sub:Selling and Negotiations

    Skit 2

    Including the potentially influential players helps identiifyng the ultimate decision makers.
    Theme: Promotion Cum Transfer in an Organisation

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    Sub:Selling and Negotiations

    Day 1
    At the Office

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    10

    Same Day At Home

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    11

    Next day. Day 2 At the Office

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    Consider who must implement the deal

    Matsushita Electricals

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    13

    Skit 3

    Parties with wrong incentives


    Themes: Insurance Claim

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    Importance of Mapping

    Get all parties right

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    15

    Conclusion

    We always have to ensure that the right parties really are involved
    Without the right deal makers it is hard to get the right the deal

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    ARE THERE TOO MANY PARTIES ??

    Identifying whether there are too many parties complicating the decision. Too many parties lead to potentially useful parties being left out of the deal. Managing the no. of parties makes it simplified- RIGHT PARTY @ RIGHT TIME.
    4/27/2012 Sub:Selling and Negotiations 17

    THANK YOU !!!

    4/27/2012

    Sub:Selling and Negotiations

    18

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