What are some of the best practices for preparing for a negotiation situation?
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Before you start negotiating, you need to have a clear idea of what you want to achieve, and why. What are your main objectives, and what are your priorities? What are the minimum and maximum outcomes that you would accept? How do you measure your success? Having a clear vision of your goals will help you stay focused and confident during the negotiation.
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There's a saying that goes something along the lines of 'Stand for nothing and you fall for anything'. I think this applies to goals too - without an idea of what you are aiming for, it's hard to know when you have succeeded. In life, there are lots of distractions that present as opportunities, so checking in to see if they fit with your goals helps keep you on the right track. That said, goals can change as you change and that's okay too.
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Sometimes your goal or vision will be clearer after carrying out the advice below. You can always come back to honing your goal.
You also need to research and understand the other parties involved in the negotiation. What are their goals, interests, needs, and concerns? What are their strengths and weaknesses? What are their alternatives and options? How do they communicate and make decisions? Knowing your counterparts will help you anticipate their moves, empathize with their perspectives, and tailor your arguments and proposals to their needs.
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In a business context this would be trying to understand the larger business picture and where your organisation wants to be in 5,10 years. Try to anticipate what skills they will need and build your skills to a point where you will become a key person to reach the business goals.
BATNA stands for Best Alternative To a Negotiated Agreement. It is the most favorable option that you have if the negotiation fails or reaches a deadlock. Knowing your BATNA will help you assess the value and feasibility of any offer or demand that you or the other parties make. It will also help you avoid accepting a deal that is worse than your BATNA, or rejecting a deal that is better than your BATNA.
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Geofrey Banzi(已编辑)
Brainstorming is really helpful in this situation. It lets you imagine all the things that could happen. This way, you can think about them before they actually happen. This helps you make a plan ahead of time to deal with these possible events. It also makes it easier to make decisions, especially quick ones, because you've already thought about the best action to take.
Based on your goals, your counterparts, and your BATNA, you need to develop a strategy for the negotiation. How will you approach the negotiation? Will you be cooperative or competitive, or a mix of both? What are your opening and target positions, and how much room do you have for concessions and trade-offs? What are your tactics and techniques for persuading, influencing, and resolving conflicts? Having a strategy will help you navigate the negotiation process and achieve your desired outcomes.
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This depends on you, you might prefer to write it down or you might prefer to have a discussion/meeting about what you want. For a sales context, having pre-defined set of questions will ensure your leads are qualified in a standardised way and this will make it easy to weigh up which opportunities to target.
If you are negotiating as part of a team, you need to coordinate and communicate with your team members before and during the negotiation. What are the roles and responsibilities of each team member? How will you share information and feedback? How will you make decisions and present a united front? How will you support and back up each other? Knowing your team will help you leverage your collective strengths and skills, and avoid confusion and conflict within your team.
Finally, you need to consider the context and environment of the negotiation. What are the rules and norms of the negotiation? What are the cultural and ethical differences and expectations? What are the time and resource constraints? What are the potential risks and opportunities? Knowing your context will help you adapt and adjust to the situation, and avoid misunderstandings and mistakes that could jeopardize the negotiation.
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This is a big one especially if you work across multiple geographic regions. A quick online search to check cultural norms in a business context will help you to stand out both personally and professionally.
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Last year I got Community Mediation classes in my Master's. Here what I learned is to handle the negotiation start with finding a mediator who will be totally objective and have the same distance to both parties.
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