What Negotiation is?

Give & take between two ppl/entities

that needs something from each other
and they can’t get it from another source
*(or it’s the best source they have at the moment)

Goal
To maximize both sides benefit in a
frame of sustainable solution
 Negotiation
Mindset

“Negotiation is not about winning and losing,

negotiation is about answering the needs
of both sides by creating more value”
How to Approach Negotiation?

Needs

Creative
solution

Blockers Resources
 Stages

• Increase sales
Define needs • Approve on time
of both sides • Keep things simple
• Get inventory fast

Sort the needs • Suppliers priorities

according to • Bookaway Priorities
priority

Offer solution
• Check what is easy to give by
that will answer both sides
the needs of • Solve the main needs of the
other side
both sides
 International Platform Local Supplier

Increase Get Increase Secure

inventory payments
sales fast sales
Low Personal
Contract Cashflow operational relationship
costs

Control
Last bookings
minute
bookings
Approve To be
on time Online

Montenegro & PH Vans Case Study


Identify Blockers
1. No office
2. No willing to get paid by
international transaction
3. Staff doesn’t want to help
4. Don’t want to approve by
email
Blockers
Ask yourself what is the Offer to solve the problem
real problem
1. Don’t know how to secure 1. Top up at the beginning
payment
2. Pay in cash
2. Don’t want to pay tax
3. Find the owner
3. We didn’t talk with the
4. Simplify the process
decision maker
4. Scared from technology
Negotiation Draft

Value Creating Offer

Bookaway needs Supplier needs
1. …
1. … 1. …
2. … 2. … 2. …
3. … 3. …
4. …
3. … 4. …
4. …
Bookaway Blockers Bookaway Blockers
1. … Solution for Blockers 1. …
2. … 2. …
3. … 1. … 3. …
4. … 2. … 4. …

3. …
4. …
Negotiation Steps

30% 50%

Offer Define & Map Make

Anchoring Sort needs Boundaries second offer

10%

Identify Find Third

Close
Blockers Solution Offer
 Supplier Agent Bookaway

Techniques

Personal relationship Create mutual Chose the Anchor

• Face to face commitment • Announce what is the
• Share • Show effort offer
• Laugh • Make a step • Do not ask questions
• Find mutual interests • Share your concerns • Offer solutions

It’s not up to me Don’t commit - Promise to Map boundaries

• Use company check • If I.. – So you..?
policy • It’s no common but… • How can you help me?
• Use your boss • Maybe if.. So… • How it works with..
• I will do my best

I’m here to make it work.. Help me to help you..

 Tips

1. Contact - Find the right contact

2. Secretary - Make you sure you know who is the
right person for persecution
3. Timeline - Take the time if needed
4. Momentum - Think when you are the most
powerful
5. Timing - Come to negotiation on the right time
6. H.W - Make your home work
7. Create bonding
8. Talk about long term
9. Show your value
10. You need me – I am the future, join me

* Exception - Myanmar