International Negotiations Strategy and Practice for Selling a Book

INTERNATIONAL NEGOTIATIONS STRATEGY AND PRACTICE /ANALYSIS 2
Name
Course Title
Instructor’s name
Date

International Negotiations Strategy and Practice 2
International Negotiation Strategy and Practice
Factors to consider Negotiating on selling a book
When making negotiations on how a book can be sold, many factors come into play. Such
elements can be sub-divided into sub-issues to have detailed arrangements on what is going to
happen. Also, items making the agreement more attractive to both parties should be put into
consideration. During the negotiation, anticipating as many issues as possible would make one
better informed, confident and comfortable during the process. All issues should be tabled to
come up with solutions and that no one is later ambushed or a consensus is created between both
parties.
A negotiation checklist can help to simplify the process; this can start with the overall goal,
whereby one decides what do they generally want to achieve. In this case, is making profits and
it is through making sales both locally and internationally, while at the same time getting the
most out of the agreement. The next step is ranking the issues from the most important to the
least important. In this case it could be the royalties of the book and how they will be shared, the
number of print runs for the book, if there is any bonus for signing the contract, the number of
books in the agreement, any advance payments to be made, the countries where the book will be
distributed and the number of book clubs to adopt the book respectively. The other party's
priorities should also be put into consideration while considering any trade-offs. While using the
other party's scoring system is used, it is essential to correct and adjust the issues against the
scoring system used by the other party.
Negotiation tactics
Sometimes the way a party operates can bring constraints; hence it is important to discuss
whether such issues may arise or bring complication to the modes of operation. The other party
can also suggest the alternatives for doing business. BATNA was a tactic used in this scenario in
determining how far the other party could be pushed before they could walk away. Any
compromises can be made around the shared interest1.
The other tactic used is leveraging and collaborative tactics which were used to create mutually
beneficial outcomes. In this case setting crucial targets so that there is a clear path on how sales
will be made. This includes both the lower and the upper limit; considering both sides acceptable
targets. In the case, the target is to distribute 3500 books in 12 countries, and Paige has to
promote 20 books on a weekly basis. Before entering the room, the negotiator had a position on
what they wanted, without a position it is easy to be taken advantage. The author needs to
prepare in advance regarding royalties and the percentage they are willing to give out to the
publishers and those promoting the book and making the sales. The other party can be more
comfortable if they meet one on their terms also putting into consideration the expertise. For a
successful negotiating leveraging was vital in ensuring a successful meeting which can most
likely favor the negotiator. Therefore, having to reach a compromise through leveraging in this
case can be used as another strategy.
1 Kennedy, Gavin. The Economist: Negotiation: An AZ Guide. Profile Books, 2010. pg.15