How can you determine the best negotiation strategy for a contract?

Facility Managers should adopt (SMART) approach while clarifying your objects while negotiating contracts, Specific, Measurable, achievable , Relevant and Time bound. Smart approach will help you achieve all desirable targets.

1.Clearly outline what you want. 2.Identify non-negotiables and areas to compromise. 3.Understand your best alternative if no deal is reached. 4.Research their objectives, strengths, and weaknesses. 5.Find shared interests for mutual benefit. 6.Clarify both parties' expectations.

Determining the best negotiation strategy for a contract involves a thorough understanding of the specific context, goals, & parties involved. With knowledge of the market, industry standards & the parties involved, you can direct/steer the conversation. Identification of the key stakeholders & decision-makers is also a key aspect. Determine your Best Alternative to a Negotiated Agreement (BATNA) & worst Alternative to a Negotiated Agreement (WATNA). Understanding your alternatives strengthens your negotiation position. Aim for a win-win outcome by seeking opportunities to create value for both parties. Look for solutions to satisfy mutual interests. Finally, ensure that the final agreement is documented clearly and unambiguously.

La mejor estrategia para empezar un contrato debes tener claridad del alcance de las necesidades del contrato para tu empresa, siendo muy detallista en esto, y luego, definir tus expectativas técnicas y económicas respecto al proveedor a contratar.

Clearly define your objectives and what you hope to achieve from the negotiation. Identify your priorities, such as price, terms and conditions, delivery schedule, or specific contractual clauses

Facility Manager should adopt collaborative approach, while facility manager must assert its expectations, but contractor may also bring lot of ideas and may help you achieving all targets of at the end of the day. so continuously collaborative style is recommended

1.Competitive Style: Assertive, focuses on winning. Quick decisions but may harm relationships. 2.Collaborative Style: Cooperative, seeks mutual benefits. Builds strong relationships, though time-intensive. 3.Accommodating Style: Flexible, satisfies others. Maintains relationships but may overlook personal interests.

The style to be chosen for a negotiation should be adapted to what is at stake. All contractors/services do not have the same weight in our Company portfolio. Some services might be scared in the market, some readily available or replacable. No matter your bargaining power, remember to treat the other party with respect and always keep high the reputation of your Company.

El estilo que mejor funciona es de colaborativo, donde tu proveedor será parte de tu organización, por lo cual, hará todo lo que está a su alcance y más, para lograr cumplir con tus expectativas.

1.Use positive body language. 2.Listen actively and show empathy. 3.Ask open-ended questions. 4.Express appreciation. 5.Avoid aggressive or defensive language.

In my past experiences managing high-rise buildings, I actively listened to the building owner's priorities, aligning services with their needs. This approach not only built trust but also fostered open communication during negotiations. The emphasis on rapport not only strengthened our working relationship but also contributed to a mutually beneficial contract that met both parties' interests for effective high-rise management.

friendly demeanor. Maintain good eye contact, offer a firm handshake (if in person), and use a friendly tone of voice. Active listening: Demonstrate genuine interest in the other party's perspective by actively listening to what they say. Maintain eye contact, nod to show understanding, and provide verbal cues, such as "I see" or "I understand." Avoid interrupting or appearing distracted. Empathy and understanding: Put yourself in the other party's shoes and try to understand their needs, concerns, and motivations. Show empathy by acknowledging their feelings or challenges. This can help create a sense of mutual understanding.

One other way yo build rapport is by being honest: Never make a promise that you cannot fulfill. Remain respectful and assertive.

Research is too much important, before negotiating terms, facility manager must have industry knowledge, past history of terms, current market practices, and location wise terms. These help FM get good negotiating terms.

Negotiating Terms: 1.Elements: Scope, quality, price, duration, payment, and performance. 2.Approach: Present proposals clearly and confidently. 3.Highlight: Emphasize benefits for both parties.

Always come prepared. You anticipate on potential challenges and prepared back-up plan. Do not be afraid to polite stop and postpone the negotiations in you face a challenge beyond your mandate.

Los términos de negociación deben ser justos para ambas partes, si te toca definirlos, debes pensar en que esperarías tú si fueras la otra parte, pero tampoco pecar de paternalista o proteccionista, el mejor criterio es pensar en los intereses de la empresa pero pensando en que debería definirse si tú fueras el proveedor.

Final negotiation steps: 1.Summarize the deal. 2.Address concerns. 3.Confirm and express satisfaction. 4.Avoid new demands or changes. 5.Provide a written contract. 6.Ensure clarity and commitment for a successful outcome.

Closing deals are very important, FM makes sure, all workplace experience, regulatory and internal policies, and payment terms are written, and all future project details must be kept in mind so that it saves you from having other demands from contractors and having detailed discussions with contractors with the legal team too, to have smooth transaction ahead

Clarify expectations: Ensure that both parties have a clear understanding of the final agreement. Clarify any ambiguities, confirm details, and articulate expectations regarding timelines, deliverables, payment terms, or any other relevant aspects of the contract. Propose the final offer: Present your final proposal or offer in a clear, concise, and confident manner. Highlight the benefits and value that the other party will gain from accepting the deal. Use persuasive language and provide supporting evidence or data if applicable.

Right after the end on the negotiation, send an email on appreciation which also summarise all main points on the discussions.

Muchas veces los contratos son tan burocráticos que se demoran en ser firmados debido a las constantes observaciones de ambas partes, este debe ser lo más claro y preciso posible a fin de evitar la demora en la firma de contratos, además, nunca se debe iniciar una relación sin tener el contrato firmado.

It's very important to determine the cost benefit analysis of the contracting parties. A SWOT analysis with the benchmarking process to evaluate the current pricing of the product . The next phase is to understand the work flow structure of the product. This helps in understanding product feasibility with the technology upgrade. The work flow communication should be articulated to the business end users. Finally the most important portion is having a sense of empathy to understand the issues of the relevant product pricing