SUM IPN

Which factors included in NEGO OBJECTIVES?

• Topic, Level

• Topic, Nature

• Topic, Nature, Level

• Topic, Nature, Level, Objective

Level of NEGO Preparation, included?

• Call point & Internal point, External point

• Call point, Target point, Break point

• Target point, Break point

• Internal point, External point

Do you remember what is SOH?

• SITUATION

  UNQUESTIONABLE & CONCRETE FACTS

  What brings you to negotiate!

• OBJECTIVE

  TOPIC & NATURE OF NEGOTIATION & YOUR WILLINGNESS Announce the topic & nature of your negotiation

  Express your desire to reach an agreement

• HOW?

  INVITE FOR A SOLUTION

  Call for other party’s proposal to find an agreement

• All above

Why do we resist? Resistance aims for...

• Satisfy purchaser

• Buyer resist to get the best from supplier

• Best Mutual benefit

• Suppliers resist to get the best from buyer

How to unlock resistance situation?

• Give & Get

• Concession & Compensation

• Stop Negotiation

• No need to unlock