Group Composition

Junior managers first followed by seniors.

Bring in senior level managers first to show power position.

Establishing Rapport

Accommodating, flattering, make you feel at home.

Accept their style, but don't get trapped into their accommodation and flattery.

Information Exchange

Mix personal with business information to establish personal commitments.

Give at the begging but hold until you receive commitments or you will end up giving it all free.

Persuasion Tools

Build on established relationships. They negotiate by making you feel guilty or obligated to make a concession. Utilize a go-between to mediate.

Display your personal support and trust. Stay firm on your initial offer until a concession is made first.

Decision Process

Engage in an extensive bargaining process until final compromise is reached.

Be patient and enjoy the process but be ready to compromise at the end. Reach out to decision makers.

Decision Makers

Senior manager makes final decision based on recommendation from technocrat.

Identify and focus on establishing personal relationships with decision makers.