Negotiation Case Studies, Negotiation Strategies, Planning for Negotiations July 19, 2010

Are you prepared for a crisis?

Emergency situations are unpredictable—they will arise at any time, without warning. Currently, we can see first-hand how a company is dealing with a crisis as BP tries to handle the massive oil spill in the Gulf of Mexico, which was set off by a fatal explosion on one of its rigs.

In fact, you can’t avoid emergencies but you can be prepared for them

BP has been roundly criticized for being caught unprepared. In business negotiations, the implications will rarely be as far-reaching as what is happening in the Gulf, but crisis situations will arise and your negotiating team should be ready to handle them.

Here are a few crisis situations that could affect a business negotiation:

  • The lead negotiator for either party is suddenly unavailable due to illness, an accident or even death;
  • A situation outside either party’s control, such as a natural disaster or a power outage, derails negotiations;
  • The stock market tanks, creating financial panic;
  • One party’s company falls to a hostile corporate takeover or is forced to declare bankruptcy;
  • Production on the parts/supplies you are negotiating over is delayed.

As you can see, there could be many scenarios that could affect your negotiation. Are you and your team ready to deal with any or all of these scenarios? As part of your negotiation preparation spend some time dealing with crisis preparation. To do this:

  1. Draw a list of likely crisis scenarios that could affect you
  2. Brainstorm responses to each of these scenarios
  3. Name someone on your team and someone in your home office to act as crisis point people
  4. Create a complete list of emergency contact information (work, home and cell numbers of negotiating team, corporate leadership team, hospital, ambulance, and other emergency services)

Being prepared for a crisis or emergency situation will lessen panic and reduce stress. It will also mean that you will be able to continue your negotiation when things return to normal.

Do you have a negotiation crisis response plan?

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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