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1. Work done in
preparing for
negotiations isnever
done in vain. You
need time before
you meet to think
about your own
position, your needs
and wants; time to
talk to your own
constituents; time to
gather information
about the other side;
time to plan the
practicalities of the
negotiations.
Although good
preparation can
never guarantee
success in the
unpredictable
process of
negotiations, it can
certainly increase
your chances.
"Prepare for negotiations by knowing your walk away conditions and by building the number of variables you
can work with during the negotiations.You need to have a walk away, a combination of price, terms and
deliverables that represents the least you will accept.Without one, you have no roadmap." (Thomas Keiser)
"Engage only when it is in the interests of the state; cease when it is to its detriment.
Do not move unless there are definite advantages to be won." (SunTzu: "The Art of
War", 400 - 320BC)
Preparing for Negotiations
Getting a Head Start
MTL Infographics
Skill
Boosters
121
Only negotiate if
you see a clear
advantage for
you. Don't
negotiate
because you have
to.
A BATNA is your Best AlternativeTo a
Negotiated Agreement. By preparing
for negotiations with one party by
sounding out an alternative deal with
another party, you get “walkaway
power”.
To prepare for negotiations, 8
steps are necessary:
1.Check out whether you're in a
negotiating situation
2.Clarify your aims
3. Gather information
4.Weigh up your respective
positions
5. Negotiate with your own side
6. Get a BATNA
7. Prepare the setting
8.Prepare yourself
psychologically.
Before going into battle, the
Iroquois prepared themselves
meticulously.They ate and drank
abstemiously.They ran, wrestled
and hunted for hours each day.
They trained like hungry prize-
fighters before a fight.
1. Strategy
3. Tactics
2. Activities
Align your tactics, activities,
and strategy, and you create an
unbeatable force.