Print Email Facebook Twitter SMOOTHLY SAIL THROUGH NEGOTIATION !: Finding Opportunities and Conceptualising a Tool Title SMOOTHLY SAIL THROUGH NEGOTIATION !: Finding Opportunities and Conceptualising a Tool Author Soneji, M.K. Contributor Calaberetta, G. (mentor) Klinkert, M. (mentor) Voute, M.A. (mentor) Faculty Industrial Design Engineering Department Industrial Design Programme Master of Science Strategic Product Design Date 2015-06-26 Abstract Negotiation is an everyday task. But a lot of people avoid it or hate doing it as it involves a lot of emotions. People negotiate face-to-face, over the telephone and even miles apart. Each context is different and needs to be tackled differently. Negotiation is a complex process involving emotions, relationships and also a lot of skills. It is something that is influenced by genre and culture. Negotiation is also considered a win-or-lose situation. But if more parameters are added, it can be made into a win-win situation for both parties. The Pocket Negotiator was a specially designed computer support system to help users in the negotiation process. The Pocket Negotiator is a human-computer interaction tool for effectively eliciting a user’s negotiation preferences, explaining the negotiation process, and providing optimal negotiation solutions. When the user specifies the negotiation domain, user profile, user interaction, user’s and opponent’s state of mind and focus of attention, the system can support him/her in an adaptive, user-friendly and intelligent way. This tool is now in an extremely research oriented format and although it can easily be applied in the market, the challenge is to analyse the market potential and find the best market application for it. The aim of this project is to find market opportunities where there is a need for support in the negotiation process. After the thorough analysis and synthesis the market direction of “Win the Quote” is taken forward and a tool called Skizu is conceptualised to enable the negotiation process in between a client and a company. On studying the market and interviewing the users the main conclusion was that understanding the clients need was key in winning the quote. This conclusion led to concentrating only on the exploration phase of the negotiation process in theory. Thus, Skizu helps making the implicit needs of the clients more explicit. It also helps structure the needs better and to understand what is practically possible. Skizu, helps understand and manage the expectations of the clients. Skizu uses a futuristic interactive approach that is projected on the table. Above the table is a smart camera and projector that acts as an interactive control centre. Skizu also has an app that keeps track of the changing expectations. Skizu will help you stand out in the eyes of the client, as they can see the extra step that you take in understanding their needs and also making them realise it by asking the right questions. With Skizu you genuinely listen to your clients and make them feel valued. Skizu is validated and has shown potential to evolve in future. Subject negotiationproduct service systemquotation processdesign To reference this document use: http://resolver.tudelft.nl/uuid:6a70a1a1-eb93-419f-88fb-dbef7664c7f0 Access restriction Campus only Part of collection Student theses Document type master thesis Rights (c) 2015 Soneji, M.K.