The venue of negotiation.
The advantages that can be created by one of the teams in terms of a negotiation, depend on the leader and how he knows to manage the information and data regarding the company, that can create partial pre-negotiation advantages or even during negotiations. The influence of the partner, giving of gifts, how to arrange the space: closed, open; time period, ensemble (office, oval table, round table), orientation (face towards the light, facing the shadow), the influence of the partners and of the information collected dependent of the type of the negotiation, the possibility of a direct or preconceived opinion being formed before negotiation, market competition, character information when the demand occurs and before the transaction (veiled information, internal information, intelligence, behavior rules, negotiating guide, communication during the negotiation, time given, communication link through signs with the team, through gestures, protecting documents, the motive for purchasing of long-term, short-term products, product quality, market competition. When we talk about the venue, we could write about the pre-negotiation, negotiation and post-negotiation ensemble. All are related to information, offers, information for internal use, secrets, and rules of behavior. We will try to clarify some of the data before the start of a negotiation. As provided information, we could illustrate a few: brochures, catalogs, press releases, news about business relationships, public laws and regulations, partners, statistical data, and finally, the tender book. Regarding the veiled information that each firm uses to raise the bar or so that the population has a good impression about the company, added value or insolvency we can include: phone books, encyclopedias, pricing tables, data published in newspapers, magazines, the press, radio and TV news, listed companies, research papers, leaflets, roundtables, exporters associations, fairs and exhibitions, awards and participation, company business data (which can be published,) manufacturing processes, sponsorships, export / import intentions, investments, etc. The information needed for internal use: data on phenomena that can influence the market, confidential information, legal fees paid, and commission agents used, secret information we will detail later, market research, surveys based on questionnaires and discussions with business partners and other partners who have negotiated with this company. Regarding the secret information, they can be collected directly, indirectly or through information leaks, blackmail. We can have: methods of market penetration, distribution networks used, organization schemes, contracts, bonuses, illicit commissions, marketing strategies, stories of former employees, threatening to create problems for the market, offering gifts or services; all this information support the negotiating team and will be used as needed for the negotiation to be in favor of the company. In conclusion, the information needs to be used carefully, by whom, each team member needs to know certain rules of behavior in opening of the discussions, the leader has to know the art of discussion using the information received, the art of dissimulation, how to communicate and it is good to have the fact that we can talk on average of 125 words per minute but can listen to on average 500 words per minute. To listen is to merge two mental activities: to hear and understand in one.