Negotiation skills

Venue: SGV, 3rd floor Time: 9.30 30th November
Case: Water Hyacinth.

We were COB and had to negotiate with Goverment of San Latino for a power project. The core technology and selling point for COB was Water Hyacinth.

 We were  negotiating on
1. Amount of payment for Implementaion of plant.
2. Time period of payment.
3. Transfer of technology.
4. Completion- dead line of project.
5.Profit Sharing

This project was important for both of us. They were adamant that they have maximum 50 million loan for all projects and they can give us only 40 million , for which we disagreed as the cost was coming up to 50 million
They wanted us to operate the plant. We had the advantage of possession of technology. We were assuring them that this project will prove to be a cost effective in the long run.
We broke the negotiations three times for refining our own strategies.

After lots of head-ons negotiation , these were the agreed terms

1.Implementation was agreed for 46 million.
2. 50-50 partnership for operations.
3. Every year price regulation by government for the betterment for everyone.
4. After 10 years, transfer of technology.
5. Delivering on or before deadline.

Learnings:
We need to be flexible with our terms on other's demand. We should show them the big picture.
Both parties are in the table to discuss something and get maximum gain from the meeting. There are no losers and winners in negotiation.