You may now view a dialogue between Peter Brown, Commercial Director of Intersolar and Mr Silva, the Managing Director of an energy development company in a developing country.
Peter Brown’s objectives proposed for the agenda are
- to set up a joint venture in Mr Silva’s country to produce small home
solar powered system
- to find someone to arrange finance for getting their products into the market
- to find partners to gain market access in Mr Silva’s country
- to get Mr Silva’s country to supply all the items for their systems, except for solar cells, and to get Mr Silva’s company to find other manufacturing partners in his country.
Mr Silva outlines his company’s credentials and wants
- to develop solar energy project
- to discuss several sizes of solar powered plants to be installed in his country.
The meeting ends with the two companies agreeing to work together on a joint venture.
The meeting could progress in several ways depending on the STRATEGY alternatives chosen:
How should Mr Silva respond?
- Should he show how interested he is in the subject by developing RAPPORT by REPEATING some of the phrases or ideas that Peter Brown used?
- Should he RESEARCH into some of the issues by asking questions?
- Should he develop RAPPORT by talking about some of the positive things he had heard about Intersolar?
- Should he change the subject to a TOPIC of his own interest, making an irRELEVANT point to the AGENDA?