The RONO™ model fits most commercial transactions.
The RONO™ model has been designed to fit most commercial negotiation situations including those:
- requiring flexibility of negotiation style – personal, organisational, or cultural
- recurring transactions with existing customers or new customers
- having an existing customer base with new negotiation team or members
- with more recalcitrant participants or organisations
- customers you can’t afford to lose.
The type of commercial transaction appropriate for the RONO™ model would be normally:
- high value – monetarily and functionally
- critical to the organisation’s business process, cash flow, overall value and survival
- with overseas parties or customers – export and import – especially in Asia
- greenfield transactions where new business opportunities and relationships are identified
- involving products and services which are core to the organisation and business process
- involving products and services sensitive to outside forces (e.g. commodity prices, interest rates) and world markets
- complex and may require a lengthy commercialisation process
Business functions suitable for RONO™ model include:
- sales and marketing
- purchasing and procurement
- acquisitions and mergers
- government and trade negotiations
- joint venture negotiations
- business development
- strategic alliances and partnerships
RONO may not be appropriate for business processes:
- which are not essentially ‘commercial’ by nature
- which rely on multi-customer transactions
- which are subject to ongoing conflict resolution and management
- which are before arbitration, litigation or other court actions
- where organisations or their representatives are restricted by other set practices (e.g. strict tendering processes).
Where might RONO™ STRATEGIES assist you?
- Needing to establish creditability – internally and with your customer. (Relationship Phase)
- Securing a commitment to meet; face-to-face/virtual/Zoom? (Relationship Phase)
- Need to be aware of and understand cultural differences. (All Phases)
- Managing too many options? What if ‘no options’? (Relationship and Options Phases)
- Being an ‘aggressive’ listener, involving the team, summarise regularly. (All Phases)
- Knowing your customer (commencement of negotiation!). (Relationship Phase)
- Researching and understanding your competition – essential. (Relationship and Options Phase)
- Needing to continually review your options in arguments and strategy. (Option Phase)
- Identifying a wish list; key negotiable terms; term sheet. (Options Phase)
- Needing to continually test assumptions and arguments. (Option and Negotiation Phases)
- Managing ‘egos’; understanding the power of ‘humility’, role of humour and light wit. (Negotiation Phase)
- Establishing meeting location (face to face/virtual), team size; team leader’s role; who opens first? (Negotiation Phase)
- The use of ‘spin’ and its impact on your (or corporation’s?) creditability. (Negotiation Phase)
- Recognising or responding to ‘poor form’ or ‘misleading’ statements – your side/their side – impact on your/corporation’s integrity? (Negotiation Phase)
- Understanding leveraging, packaging, conceding too soon; and knowing your ‘walk away’. (Options and Negotiation Phases)
- Being aware of ‘gut spilling’, ‘getting creamed’ or ‘matching goliath’ (possible intimidation). (Options and Negotiation Phase)
- Having an awareness of basic defences against threats and aggressive behaviour. (Negotiation Phase)
- Understanding the subtext, mindset, body language and when and how to say ‘no’; closing off options. (Negotiation Phase)
- Managing the ‘pause’. (Negotiation Phase)
- When to change negotiators. (Negotiation and Outcome Phases)
- Considering your closing strategies, sealing the deal – more concessions? (Outcome Phase)
- Recognising the ‘god’ is in the detail. (Outcome Phase)
- Understanding the drafter’s advantage/disadvantage; legal input. (Outcome Phase)
- Positive always. (All Phases)
The RONO™ ‘Personality’ – Be Yourself
In the world out there, we see, experience and read about all types of personalities and behaviours (aggressive, patient, cunning, etc) engaged in negotiation and the commercialisation process – many very successful and many not so successful. RONO™ does not assume or presume a specific personality type engaging in the commercialisation and negotiation process. It is a model which assumes that you ‘be yourself’. This makes RONO™, as a coaching resource, very flexible and adaptable for you in most negotiation situations, especially accommodating a wide range of individual personalities.
Ask ‘What does RONO™ say?’
Ecco hopes that, as an online coaching resource, RONOSTRATEGIES.COM can assist you or your corporation by ADDING VALUE and SETTING A STANDARD to your negotiation outcomes and future commercialisation processes.
So when during the course of your commercialisation process you are not sure what’s required to develop a relationship, encounter a challenging negotiation issue, need to look for some new direction or new strategy, need to convince management of a new strategy or facing an aggressive opponent, ask ‘what does RONO say?’ and check out what RONOSTRATEGIES.COM might say!