188: Covid-19 Triggers Tougher Negotiations Part 2

<p><strong>Covid-19 Triggers Tough Negotiations (Part 2)</strong></p> <p> </p> <p>In Part One we looked at some of the key basics in negotiating:</p> <ol> <li>Our Position</li> <li>The Client’s Position</li> <li>Our Analysis</li> <li>What We Will Present</li> <li>How Will We Bargain</li> <li>What Should Be In The Agreement</li> </ol> <p>These are all the things we can control on our side but obviously we have to be ready for how the other side will approach the negotiation.  In business in Japan, the idea of a win/lose negotiating outcome would be a very short-term view of the relationship.  Actually , there wouldn’t be a relationship, as the business would be purely transactional and would end fairly quickly.</p> <p> </p> <p>Japanese companies are looking for long term partners they can trust.  A negotiation is just the details of the business conducted within the broader confines of the relationship.  If things change then Japanese companies expect the seller to make adjustments as well, regardless of what is written down in the contract.  The relationship is the central piece not the contract.  Having said that though, when we are talking about big deals and lots of money, the contRact confines become a lot more important and lawyers and courts get involved to sort it out.</p> <p> </p> <p>In Part Two we will look at some Negotiating Tactics to get us to an agreement.  These are not designed to trick or fool the other side.  That makes no sense, if you are approaching the negotiation from a partner building perspective. These are just some tactics to help move the agreement process along.</p> <p> </p> <ol> <li><strong>The walk away option</strong></li> </ol> <p>Establish your BATNA - Best Alternative To A Negotiated Agreement.</p> <p>We need to decide at what point we will leave the negotiating table, if the client is unreasonable.  Not every business discussion is destined to establish a partnership.  The selection of a long time partner, either in marriage or in business is never easy or certain.  Sometimes t