How to Plan Your Negotiation
Step 1: Discovery
- Who’s the other party (decision maker)?
- Negotiation History and Style
Organization’s Strength and Weakness - What are their issues?
- What do they want most from you?
What are their deadline pressures?
Step 2: Interest
Interest always drives position – without understanding your interest, you will lose your ability to invent creative multiple options to negotiate from and you will be relegated to a lower payoff strategy.
My Interest vs. Other Party’s Interest
Step 3: Know your Realty
- Realistic
- Alternative to
- A negotiated agreement
Step 5: Common Interests
Step 6: Your Agenda
Your solutions vs. Concessions
Step 7: Know the other Person’s Expectations of You
Their Issue #1 is…
Solutions they are likely to ask you for: Their Priority / Cost to You
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