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Preparing
for Negotiation |
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Negotiations
are not like sports. In sports, both sides want the same
thing - to win - so there is always a winner and a loser.
The goal of negotiating is to see both sides win - that
everyone gets some of the things they want, but not necessarily
everything. By identifying what's important to both sides,
you can usually get the things you most want, and concede
to the other side their top priorities. Most negotiations
progress through a number of stages: preparation; proposal;
bargaining; and closing.
If you want your negotiations to go smoothly, you need
a plan that includes your goals and your strategies for
achieving them. This requires careful preparation, as
you go through some important steps:
1. Identify your objectives - Make a list and rank them,
deciding which ones you are willing to give up. Be careful
to distinguish between wants - things you'd really like
to have - and needs, which are those things you cannot
do without.
2. Prepare yourself - assemble data to support your case,
develop logical arguments that support it, and sit in
on other negotiations to see how it's done.
3. Assess the other side - If possible, talk to people
who know them; evaluate their position; do any applicable
research that might counter their position; try to identify
their objectives; and analyze their strengths and weaknesses.
4. Choose a strategy - Assess the nature of the conflict.
Which negotiating style would be most appropriate? Develop
an overall policy to achieve your objectives.
5. Create the right atmosphere - Choose a location agreeable
to both parties, and make sure that it is comfortable
(for example, not too hot or cold), satisfies both sides'
requirements (adequate for audio-visual equipment, e.g.),
and has adequate bathroom facilities. Use strategic seating;
putting the parties across from one another is a confrontational
arrangement, while mixing up the parties can have the
opposite effect.
| BATNA
stands for Best Alternative To a Negotiated Agreement.
The acronym comes out of the research on negotiation
conducted by the Harvard Negotiation Project. Before
you begin a negotiation, know what your options
are. Can you walk away from the deal? What other
choices do you have? What are the pros and cons
of each choice? Don't stop here. Also consider the
BATNA of the other party. |
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