Pre-negotiation phase (Essay Sample)

TITLE: PRE-NEGOTIATIONS
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Abstract
Pre-negotiation is a phase in which all the parties of a potential deal to determine whether they want to negotiate or not and how the negotiations will go on or what it will involve(salacuse,2008). It involves gathering information and evaluating the other party and ends when both parties decide to negotiate a deal or when one terminates the deal. Pre-negotiation gives the involved parties the chance to meet and discuss major issues like conflicts with no formal commitment. This helps both parties to organize themselves in the negotiation process while not being bound to their actions. Pre-negotiation removes ambiguities between the involved parties hence eases the negotiation process.
Information gathering involves collecting information about the other party like their individual attributes, the existing market standards,pricing trends and firm facts. This be done through past experiences and dealings or asking from acquaintances who had previously handled the other party( Mayberry,1993). A good understanding of each other is crucial for a good foundation for relationship Once one understands the interests, options, priorities of the other, it makes him better positioned to gauge how far one can push during the negotiations(Gates,2011).
After information gathering, one can decide to negotiate based on his judgement, knowledge and resources. Here, one knows who will be at the negotiating table and what issues are likely be asked hence giving company upper hand. This is good for the company since it ensures a better negotiating environment.
Pre-negotiating basically involves conceptualization where the parties attempt to state basic principles that should oversee their future business dealings. This includes definitions of parties’ welfare, the advancing suggestions and exploration of other options(Salacuse,2003). The negotiator can use his creativity to gauge how much is expected from him during the negotiations,thus saving time for both parties.
Tactics and techniques when dealing with the government
Building good rapport with people in the community provides a wider network for the company. This helps in being kept informed of any government contracting information. A good knowledge of business liaisons at government offices is crucial in providing information about available government tenders. Moreover, a government agency would prefer doing business with contractors who understand its operations and how well it does its business. Thus, a company should invest in doing a background search.
The firm should be capable of determining its aim, guaranteeing its obligation and consolidate its negotiating group. It should keep track of the firm’s competitors to ensure an advantage over others and the chance to stand out since one can now be able to offer a more discrete service by coming up with an outstanding product(Salacuse,2008).
Moreover, after the initial negotiations are done, it is important for the company to make follow ups. Follow-ups ensures the company gets the appropriate feedback from the government agency. Feedback may be positive or negative. Positive feedback is a strength of the company and the company can use the negative feedback to know where they went wrong for future negotiations
Conclusion
Pre-negotiation is an ...