How do you present negotiation goals to your team?

Being able to work backwards from a well defined goal helps anchor the team during the negotiation process and shape the overall direction of the conversations. When negotiations get tough, teams have a sense of their north star and are better able to calibrate their decision-making to make the right trade-offs.

Explain the benefits of what you're trying to achieve, and then figure out how to get the buy-in from everyone involved. For example: "Hey team, I'm excited to share that we're in the process of negotiating a new contract with our supplier. Our goal is to get a 10% discount on the purchase price. I know this is a challenging goal, but I think it's achievable. We have a strong team and I'm confident that we can get the best possible deal for the company. Of course, things don't always go according to plan, so while I'm prepared to be flexible, I'm committed to getting the best possible deal for us. I think we can achieve this goal if we work together. What do you think? Do you have any questions or concerns?"

Rationale must be rooted in purpose: Why are we doing this? What is the goal? What are the benefits? "I chose this goal because it aligns with our organization's vision of becoming the leading provider of widgets in the world. A 10% discount on the purchase price will help us reduce our costs and make our widgets more competitive. This will allow us to grow our market share and achieve our vision. I understand that there are some risks involved in achieving this goal. The supplier may not be willing to give us a 10% discount. However, I am confident that we can negotiate a fair deal if we work together. I'm open to hearing your thoughts and concerns about this goal. What do you think?"

Listening to your team, giving everyone their place, and be transparent with all members of what's going on. By involving your team in the process of setting and refining your negotiation goals, you can increase your chances of success. You can also build a stronger team and create a more positive and productive work environment. Hold team-wide brainstorming sessions as well as one-on-ones; request feedback (and take it into consideration); again, be open to compromise and... Celebrate success together as a team.

Specificity, flexibility and being realistic. By setting clear and realistic expectations, you can help your team plan and prepare for the negotiation. You can also build trust and confidence among your team members. Create a negotiation plan that outlines your goals, strategies, and tactics that also includes a section where you prepare them for the possibility of compromise, concession or rejection.

This one is tricky for me, but it's nonetheless very important. You have to find a way to not be defensive or dismissive of feedback, even if you don't agree with it, and this is typically difficult. You will undoubtedly build a stronger team and create a more positive and productive work environment.

Reviewing and revising is crucial to the process in many ways. However, I have found it to be most important to keep the stakeholders at the table. Because a negotiation is the process of give and take to align expectations in achieving goals, many individuals default to a more polarizing defensive or offensive mode during a negotiation as a reaction to their perception (real or not) that they are not attaining their goals. The process of reviewing and revising helps to keep the goals current by adapting the necessary changes and continuing to clarify what is 'non-negotiable' and what can be exchanged in light of the most recent offers. Iteration is the heart of negotiation, but keeping everyone engaged is bloodline.

I suggest a few points to presenting Negotiation Goals to Your Team: 1. Clarity of Objectives: Clearly define and articulate the primary goals and desired outcomes of the negotiation. 2. Context and Rationale: Provide background information to help the team understand the context and reasons behind these goals. 3. Roles and Responsibilities: Assign specific roles and responsibilities, ensuring each team member understands their part in the negotiation process. 4. Strategy Alignment: Discuss how these goals align with the overall strategy and objectives of the organization. 5. Open Dialogue: Encourage open dialogue for team members to ask questions, express concerns, and offer insights, fostering a collaborative approach.