October 11-15
Dear students, for this weekly forum we will discuss about: NEGOTIATION
You must answer one or both questions with a response of at least 200 words and using at least one reference in APA style.
A) From all the stages of negotiation, which ones do you consider can be more challenging and why?
B) Why do you think a good product can fail in the negotiation process? Provide a clear example
Remember that our deadline is Friday, October 15th before 11:59 pm. :)
PUT YOUR NAME AND LAST NAME IN YOUR ANSWER.
Best regards!
Isabella Estrada
ResponderBorrarAnswering the question of why do I think a good product can fail in the negotiation process, of course deals fall through every day and many innovative new products don’t succeed in the marketplace. This is because companies don’t focus enough on understanding how customers evaluate products and make purchase decisions. Businesses that depend on long-term customer relationships have a particular need to avoid win-lose situations, since backing out of a bad deal can cost a lot of future deals as well. Sellers can always say no. They will still do the deal. But many sellers especially inexperienced ones say yes to even the most outrageous customer demands. To decide what to buy, customers need to know what products are available and how their features vary. They need to ensure not just that they create products that create value for customers but also that customers can recognize this value. For example Nokia, a company founded in Finland was the first to create a cellular network in the world. In the late 1990s and early 2000s, Nokia was the global leader in mobile phones. With the arrival of the Internet, other mobile companies started understanding how data, not voice, was the future of communication. Nokia didn’t grasp the concept of software and kept focusing on hardware because the management feared to alienate current users if they changed too much.Nokia’s mistake was the fact that they didn’t want to lead the drastic change in user experience. This caused Nokia to develop a mess of an operating system with a bad user experience that just wasn’t a fit on the market.
Katrina Aaslaid. (July 02, 2019). 50 Examples of Corporations That Failed to Innovate. 12/10/2021, de Valuer Sitio web: https://www.valuer.ai/blog/50-examples-of-corporations-that-failed-to-innovate-and-missed-their-chance
VICTOR HUGO GAMBOA CANTO
ResponderBorrarA) From all the stages of negotiation, which ones do you consider can be more challenging and why?
All of them aren´t easy, but there are 2 that more challenging than the other, these are proposal and exchange
In the proposal is so challenging because the person that propose to the investors need to evaluate his or her sales in a certain time and that will help to put a price to the product or de service, because if you give a number unrealistic the investors must probably decision will be go and don´t making nothing, but if you give a number that the investors like and you persuade him you will be able to be successful in the treatment. That’s why you need to prepare and not go with nothing, you need to make a study to your own business.
In the exchange it´s more challenging because when the proposal gives a number the investor can make some change if isn´t sure, for example he or she can agree to the price, but with more percent of the company. Or it can reduce the price for the same percent, that when you need to evaluate a think it’s really convenient this agreement or you can wait for anyone else. It’s a hard decision, because you can win all or lose it
365 Careers, (2017), The negotiations between Disney and Lucasfilm - A negotiation case study
https://youtu.be/qgyQWOM2mV4
Natalia García
ResponderBorrarA) From all the stages of negotiation, which ones do you consider can be more challenging and why?
First of all, we must know that none of the state are as easy as they seem, but in my humble point of view I would think that the ones that are more challenging are preparation; since you must have a clear visualization of what you want to have, knowing how and on what to invest your money to create your company and not always the people can afford this step.
And the preparing is important because you need to have a lot of research with both sides of the discussion identifying the possible trade-offs knowing what is the most that you want and the least to happen in an outcome. And another one that I believe is also challenging are the proposals since after you finished with the speech you need to make a great proposal for the interested ones to buy your product and service and still be beneficial for both sides.
Since the initial first offer, each negotiating party should propose a variety of offers for the problem, and during this process, the best negotiators who use strong verbal communication skills with the main goal of step emerging with a win-win outcome having a positive course of action.
That’s why I believe all are important on their ways, but I think this too predominate in this section.
MasterClass. (2020). How to Negotiate: The 5 Stages of the Negotiation Process. MasterClass; MasterClass. https://www.masterclass.com/articles/how-to-negotiate#quiz-0
Alejandro Gonzalez
ResponderBorrarA) From all the stages of negotiation, which ones do you consider can be more challenging and why?
I consider the discussion to be one of the hardest because its where the investor is attracted by your proposal or completely uninterested, it also involves persuasion in every part of this stage, making it more difficult. You also need to involve numbers your business is making, providing proof and making it attracting to investors. The need to be completely clear with what you want from him and what is going to happen with the money he is going to give you is also necessary and planned out.
I also consider the exchange stage to be difficult because is where they might lose interest or you may not get what you want, if you don't agree with the investor or you can't get to a point where both of the parties are satisfied, then the negotiation is pointless.
Being flexible with the agreement can lead to a non-satisfying deal, but being too rigid is not going to get you an agreement.
One should adopt a positive attitude and try his level best to adjust with each other and find out a solution which will satisfy all.
Juneja, P. (s. f.). Challenges for an Effective Negotiation. Management Study Guide. Recuperado 12 de octubre de 2021, de https://www.managementstudyguide.com/negotiation-challenges.htm
A)
ResponderBorrar“In a successful negotiation, everyone wins. The objective should be agreement, not victory.” (Wertheim, n.d.) I consider that exchange is the most challenging stage of the negotiation, it is the moment in which the people involved have to come to an agreement, when you give your proposals of the percentages and the amount of money or resources that you require. Both sides need to know how to have great communication in which they can talk about what they want and what they will be able to let go. It is an important moment because they have to discuss the final decision, it could take a lot of time so they have to be patient to have a good negotiation. The resolution of conflict can be mentally exhausting and emotionally draining, that is why people who negotiate must have the capacity of being good listeners and respectful. Both sides should end up having a satisfactory agreement that fulfills their needs. To have a good exchange, according to Wertheim, we need to understand ourselves and our opponents psychologically. The failure of understanding the psychological needs and issues is at the root of must unsuccessful negotiations, there are a lot of factors that can end up turning down the negotiation. I think the most important time when we need to be careful about how we act and think is in the moment of exchange, although it is important in all the stages of the negotiation.
Aletxa Pascual
Wertheim, E. (n.d.). PROFESSOR WERTHEIM. BMJ, 1(3091), 455–456. https://doi.org/10.1136/bmj.1.3091.455-a
Negotiation
ResponderBorrarEstefanía Arias Rodríguez
A) From all the stages of negotiation, which ones do you consider can be more challenging and why?
For starters every stage of negotiation can be tricky in their own way and is really important, however in my opinion the stage I consider can be more challenging is “proposals” this is because humans always have the custom to protect their money and find something valuable if we are going to use it and in this part of the negotiation the benefits of investing your money in the business needs to be explained and it can be a break point, in other words it could make the client find the value of the business or make him decide he does not find value in the business, another main reason I consider the stage of proposal to be the trickiest one is because you depend on the fact that in the stage of discussion and reading the signs you understood well the client’s needs and problems and if you didn’t all the proposals you give won’t get the attention of the client.
To end up proposals can be a break point for any negotiation because in this part either the client finds value and invests money, or they don’t find value in the proposals and the hole deal could end..
Bright Focus. (2021, 18 abril). What is Business Negotiation Proposal - Skilled Negotiator. https://brightfocusconsult.com/faq/what-is-business-negotiation-proposal/
ResponderBorrarFrom all the stages of negotiation, which ones do you consider can be more challenging and why?
I believe the most challenging part of the negotiation is the Discussion.
Every leader should have the ability of negotiation to get their workplace to a higher and more successful level. There is always tips and tricks in negotiation to make it more successful and get a good result like, looking at the future in a bigger picture and negotiate your role to make your value visible.
The discussion stage in negotiation is fundamental to accomplish your goal to your favor, but making the result benefit both parties involved.
In the first stage of your negotiation is where you get your project prepared and get everything ready to share your idea and make it valuable of a discussion to get into an agreement. You need to formulate your arguments and as many information you can have to make your statement confident and make a proper presentation. All of these is very important because is the base of your negotiation that will get you to success.
Making people hear you can be hard. You also need to make them believe you. That’s why I believe the most important stage in negotiation is the discussion. Because it is when you actually share your project and all of your ideas and make yourself be heard, through good communication and established facts. You need to be very careful also to respect the other counter opinions and see how you can get into an agreement that could benefit both. Patience is also an important factor in these stage. Not everyone can make their mind in just one meeting, sometimes you need to be persistent.
Learning how to make a proper discussion to get to a voluntary agreement can help us in many aspects of our lives. It may be hard to give value to your own ideas but when we learn to, we can apply these to anything we want to share or teach to the world, to convince them that you are the best at what you do or that you can help them better than anyone can.
Sources
Shonk, K. (2021, 29 julio). The Importance of Negotiation in Business and Your Career. PON - Program on Negotiation at Harvard Law School. https://www.pon.harvard.edu/daily/business-negotiations/the-importance-of-negotiation-in-business/
Corporate Finance Institute. (2020, 6 mayo). Negotiation. https://corporatefinanceinstitute.com/resources/careers/soft-skills/negotiation/
Negotiation
ResponderBorrarRegina López
A) From all the stages of negotiation, which ones do you consider can be more challenging and why?
I consider that the most challenging stages of negotiation are discussion and proposals, since there might me others but those are the main ones. I think that discussion is one of the hardest due to the react that we have previously seen of the types of negotiation and it mentions that some negotiators tend to don’t participate much so it affects the discussion and it’s not beneficial since at that stage they present an anchor idea of what he can win in a certain topic, take materials of the project, so you can get deeper in financial stuff, release your specific proposal (what do you expect and what are you going to give in exchange), make a collaborative reunion. Also the proposals section is more challenging (for me) because you need to be really precise because a common mistake most sales people make is giving their customers too much information in the proposal response. The lazy ones print out every possible brochure or bit of information and bombard the customer with this. This means you have too many attachments and appendices of supplementary information that the customer did not ask for. Don’t do it! It frustrates evaluators and gives them reams of paper they probably will not look at. Remember – only give the customer what they ask for.
A. (2021, January 6). Proposal challenges and how to overcome them. |. https://www.bidstudio.co.za/top-tips-common-proposal-challenges-and-how-to-overcome-them/
Patricio Pin: A) From all the stages of negotiation, which ones do you consider can be more challenging and why?
ResponderBorrarThere are five collaborative stages of the negotiation process: Prepare, Information Exchange, Bargain, Conclude, Execute.
In my opinion the most challenging will be Collective bargaining which is the process of negotiation during meetings between reps and their employer, often to improve pay and conditions. The collective bargaining process allows workers to approach employers as a unified group. The aim of collective bargaining is to reach an agreement between employers and workers.
Members can contribute to discussions by talking to their reps while negotiations take place.
Workplace bargaining and negotiating is also a golden opportunity to build a strong local union. Claims and agreements are a great way of recruiting new members and getting more members involved in the union, but sometimes you will problems with that part because maybe you could find new members for your business but with the pass of the days you will see if they are prepare or not.
And you may other problems because if the members of your company are not well prepare you will have some difficulties in the different areas.
Apa reference: Negotiating and bargaining | What we do. (2021, 7 octubre). UNISON National. Recuperado 14 de octubre de 2021, de https://www.unison.org.uk/about/what-we-do/negotiating-and-bargaining/
Mariano Rodríguez Gutiérrez de Quevedo. 14/10/21
ResponderBorrarOne of the most crucial parts of a negotiation is trying to read the signs of the counterpart, this is because here is the stage where you need to make adjustments to your proportion and/or strategies of negotiation so you don’t lose the attention and interest of the counterpart which most of the times will be investors who have a tendency of being experts on the negotiation process which makes this a lot more difficult to get right, like we’ve seen in programs like shark tank an investors opinion on a product or company can change completely on a matter of seconds, this could be avoid some of the times by reading and interpreting the signals correctly, this signals include eye contact, body language, attraction to the idea, questions made and little facial expressions.
A negotiation is a long process, by being so long there are multiple critical parts where a good product can fail, this in not something rare, most of the products that fail on a negotiation product is most of the times because the group of people the product was present to was not the right one, for example if you are on a negotiation with agriculture’s who have access to fresh surface water and you present a product to make extremely deep and efficient waterholes, your negotiation was destined to fail in that specific group of people but if you negotiate with the same product with agriculture’s that are having water problems the negotiation will most likely turn positive.
Gerardo Ortiz
ResponderBorrarB) Why do you think a good product can fail in the negotiation process? Provide a clear example
If you fail to successfully negotiate a potentially good or bad contract, long-term results can have a significant negative impact on your business. Plus, your inability to negotiate can give your competitors the opportunity to gain a competitive edge over your company. You just need to negotiate better. The fact is, if you want your business to reach its full potential, you have to be a good negotiator. You should strive to match or outperform competitors in all major areas of business, including negotiation. It requires a first-class strategy, and the skillful execution of any business strategy can only be achieved with knowledge, careful preparation, and tireless effort. Many negotiations fail because they do not take place in a zone of possible agreement. Basically, this means that the parties only enthusiastically sit down at the negotiating table and hope for an agreement, even if the facts show that a real possibility of an agreement is impossible at best. These types of negotiations happen when the two parties are urged to reach an agreement. Another common factor in failed negotiations is poor communication. Rapidly building a common ground is key to building lasting relations between the negotiating parties. In business, as in life, it is always better to make friends and develop common interests than to allow innate interests to dominate our relationships with others. That helps to have more flexibility with the other part.
Reference
Borrarhttp://www.thesmartmanager.com/why-do-negotiations-fail/
Alejandra Martínez
ResponderBorrarB) The launch of a product to the market can fail due to many factors, for example: not meeting the needs of the customer and the product, not knowing the product and the market well, poor management of advertising, etc. A clear example of failure to launch a product was the Zune which was a portable music player created by Microsoft, it was an ingenious idea but no one could beat the IPod because it was in high demand. Even though it was on the market for a few years, they failed to see the potential that product had, even the leader of Microsoft's home entertainment and mobile business, Robbie Bach said, "We weren't brave enough, honestly, and we ended up chasing Apple with a product that really wasn't a bad product, but it was still one product chasing another, and there was no reason for anyone to say 'oh, I have to go out and buy that thing." Throughout the time the Zune was on the market it had several software failures and that was another factor that caused it to be unsuccessful. The last model of this product was the Zune HD and it was launched on September 15, 2009 and as usual it was not as successful as the previous versions, now you can only find Zune at Mercado Libre.
Resources:
Pastor, J. (2017, October 22). Zune: historia de un fracaso que sirvió para cambiar de look a todo Microsoft. XataKa. Retrieved October 14, 2021, from https://www.xataka.com/historia-tecnologica/zune-historia-de-un-fracaso-que-sirvio-para-cambiar-de-look-a-todo-microsoft
Mauricio Ampudia
ResponderBorrarB) Why do you think a good product can fail in the negotiation process? Provide a clear example
Because a product that you are presenting or showing to a person or customer may be that at the time you are presenting it you do not know exactly all the specific features about that product however good it is, if your customer or anyone who is asking you questions about your product asks you a question that you do not know the answer about the product could cause damage in the negotiation and could affect in a bad way the negotiation thus avoiding to sell more products or promote more the product you are selling.
Reference:
https://www.administracion.usmp.edu.pe/revista-digital/numero-2-porque-fracasan-las-negociaaciones/
Sofia Cerdeira
ResponderBorrarFrom all the stages of negotiation, which ones do you consider can be more challenging and why?
I think the hardest stage of negotiation is the discussion because you need to prepare your arguments and be clear, so people can understand you. You also have to know a lot of information and say the most relevant so people can understand. You need to dig deeper and make sure they pay attention to you.
I also think the exchange is challenging because you have to be really careful with what you want, and I think this is the step where you can make a bigger mistake that can lose it all. You also need to be well informed about the market size, basic
finance ratios & the macroenvironment.
Why do you think a good product can fail in the negotiation process? Provide a clear example
I think it can fail because the ideas were not clear enough, and they did not know a lot about the product and didn´t dig deep enough.
They might also lack ideas and they don´t prove their point in a clear way.
An example is that On October 31, 2013, Time Warner they lost a huge amount of television subscribers with 306,000 of 11.7 million subscribers that dropped the company. The bad news has been attributed to a point where CBS over fees, which led to Time Warner blacking CBS out of millions of homes.
10 Negotiation Failures. (2019, 26 marzo). harvard law school daily blog. Recuperado 14 de octubre de 2021, de https://www.pon.harvard.edu/daily/negotiation-skills-daily/top-10-negotiation-failures-of-2013/
Rodrigo Villanueva
ResponderBorrarWhen it comes to negotiation there are various factors that will influence your success, it is important for you to follow certain steps but at the same to to be flexible.
In my personal point of view these 3 steps or factors are the most important for a successful negotiation.
Going unprepared : for a negotiation is unacceptable. Don’t underestimate the second party. One should do his homework carefully. Check out even the smallest details before going for a negotiation. Don’t think that the other person is not as smart as you, he can ask you anything and remember even if he will try his level best to convince you. You need to have valid answers for his questions.
Being too rigid: This is one of the biggest challenges to an effective negotiation. Be a little flexible. Compromise to the best extent possible and don’t crib always. One should adopt a positive attitude and try his level best to adjust with each other and find out a solution which will satisfy all.
Lack of confidence: is again one of the major threats to negotiation. Don’t forget to make eye contact with the person sitting on the other side of the table. It’s important to be serious but that does not mean you will not even greet the other person. Take care of your dressing and appearance as well.
If you’re able to follow these steps and manage to do it nicely, the probabilities of you closing a deal are going to be a lot higher.
Rifenburgh, E. (2020, December 14). 9 Steps for Negotiation Preparation Success. Negotiation Experts. Retrieved October 15, 2021, from https://www.negotiations.com/articles/9-steps-negotiation-success-preparation/
Staff, P. (2021, October 9). 10 Hard-Bargaining Tactics to Watch Out for in a Negotiation. PON - Program on Negotiation at Harvard Law School. Retrieved October 15, 2021, from https://www.google.com/amp/s/www.pon.harvard.edu/daily/batna/10-hardball-tactics-in-negotiation/%3Famp
Marijose Diaz Haas
ResponderBorrarB) Why do you think a good product can fail in the negotiation process?
Negotiation isn’t easy. In my view it is often about striking a balance between a ‘science’ and an ‘art’ – the science of keeping focused on the ultimate negotiation agreement (often financial) and the art of working with other people all with different ego states that need to be managed deftly.
Not enough preparation can really handicap a negotiation.
In my view 75% of the whole negotiation process, which includes the meeting itself, should be devoted to thorough preparation and planning. This key element involves not just preparing our situation and desired outcome but also that of the other party- their pressures, their concerns, their alternatives, their agenda, their perception of cost and value etc.
Without this level of detailed preparation we are unable to construct a robust negotiation plan. A plan that takes into account the questions we will ask to understand them better, the trades and concessions we will make in order to offer value to them in exchange for receiving something of (at least) similar value in return. Without this we are truly working blind and almost certainly doomed to failure.
KATIE SHONK . (2021). Why Negotiations Fail Common pitfalls to avoid in business negotiations. 15/10/21, from Harvard Law School Website: https://www.pon.harvard.edu/daily/negotiation-skills-daily/why-negotiations-fail/
Marijose Diaz Haas
BorrarB) Why do you think a good product can fail in the negotiation process?
Negotiation isn’t easy. In my view it is often about striking a balance between a ‘science’ and an ‘art’ – the science of keeping focused on the ultimate negotiation agreement (often financial) and the art of working with other people all with different ego states that need to be managed deftly.
Not enough preparation can really handicap a negotiation.
In my view 75% of the whole negotiation process, which includes the meeting itself, should be devoted to thorough preparation and planning. This key element involves not just preparing our situation and desired outcome but also that of the other party- their pressures, their concerns, their alternatives, their agenda, their perception of cost and value etc.
Without this level of detailed preparation we are unable to construct a robust negotiation plan. A plan that takes into account the questions we will ask to understand them better, the trades and concessions we will make in order to offer value to them in exchange for receiving something of (at least) similar value in return. Without this we are truly working blind and almost certainly doomed to failure.
The second reason why negotiation fails is linked to the first. A crucial part of our planning is to identify many negotiation ‘packages’ -in other words, linked deals- so that we can remain creative in our negotiation meeting. Negotiation is a fluid thing and the more creative we can be with our packages of concessions and demands, the more we will have at our disposal to use if needed. Not being creative enough at the preparation stage can result in negotiators ‘thinking on their feet’ and making hasty moves which is often costly!
KATIE SHONK . (2021). Why Negotiations Fail Common pitfalls to avoid in business negotiations. 15/10/21, from Harvard Law School Website: https://www.pon.harvard.edu/daily/negotiation-skills-daily/why-negotiations-fail/
Mariana Mota
ResponderBorrarI think a good product can fail in the negotiation process because when they are in that point trying sell the idea of the product or convincing someone to sell it or be part of it, and they don’t seem confident or well prepared for that negotiation it can seem like they are not prepared or ven that the product its not necessary or a scam.
Some of the main reasons a negotiation can fail are: lack of preparation, failed to make a relationship, lack of trust, the product is not a god idea, confrontational personalities.
When you are in a process of negotiating a product you need to have strong negotiation skills, because if you don’t have one there is a strong possibility that you can fail the negotiation, fortunately you can learn to be a good negotiator.
I think that the most important skills a negotiation can have are they have to know how to listen and understand the ideas of the other person, so they both can win in the negotiation, also its important for a negotiator to be confident and well prepared to have a successful presentation of the product that they are trying to sell.
Yong, A. (2018, 28 mayo). Why do negotiations fail? The Smart Manager. http://www.thesmartmanager.com/why-do-negotiations-fail/
Alonso Rodríguez
ResponderBorrarA)
Negotiation of a Framework Agreement And Negotiation of an Agreement in Principle
I believe that this are the most important of all the process of a negotiation and also the hardest step to achieve successfully, not only because this is the part of the negotiation in which both parties discus and negotiate a frame work agreement, and a time table for the negotiation, but also have to decide , but also is the part in which every person involved in the negotiation have to analyze all the little details about the agreement, including responsibilities, rigths, obligations, future interests in land, sea and resources, structures, etc…
Luis Juventino Ramírez Quintana
ResponderBorrarA) From all the stages of negotiation, which ones do you consider can be more challenging and why?
Well, by the way, first we need to understand what negotiation means. It could be easier than establishing a marketing way, but most of the facts that we need to take on hand are most related with compromising, responsibilities and benefits. As well, the negotiation consists in the interaction between two sides that take the way of changing ideas by winning an extra benefit. Also contemplates the different positions of the partners. As we know they have different ways and proposals, so it's important to take on your own mind.
By the way, in continuing with Negotiation Styles, we determine that in all types of works and situations, there are different aspects that need to be clear for the ones who are going to establish the negotiation. These Styles are competing, accommodating, avoiding, compromising, or collaborative; which the most challenging is the compromising according with my investigation because we need to have the most powerful responsibility and organization to be productive and health mentaly.
References
https://trainingindustry.com/articles/leadership/understanding-negotiating-styles/