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How do you set realistic and flexible goals for a negotiation?

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Negotiation is a key skill for decision-making, whether you are dealing with clients, suppliers, partners, or colleagues. But how do you set realistic and flexible goals for a negotiation that can help you achieve your desired outcomes and avoid impasses? In this article, we will share some tips and strategies for effective negotiation preparation and planning.

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1 Assess your interests and alternatives

Before you enter a negotiation, you need to identify your interests and alternatives. Interests are the underlying needs, values, and motivations that drive your position. Alternatives are the options you have if the negotiation fails or reaches a deadlock. By clarifying your interests and alternatives, you can determine your best alternative to a negotiated agreement (BATNA), which is the minimum acceptable outcome for you. Your BATNA gives you leverage and confidence in the negotiation, as well as a benchmark to evaluate any offers.

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Crystal Baldwin

Career Coach for Developmentally Disabled | Pursuing RBT Certification
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Actually, I agree with this perspective as it is imperative to know your interests and alternatives. However, we should be willing to employ active listening skills, take copious notes, and be open to ideas that may have not yet been considered. Taking notes helps you reflect on what's important to the opposing team. Having your BATNA as a benchmark to evaluate all offers and engage in a thorough objective evaluation will lead to a win-win negotiation.

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2 Research the other party and the context

Another important step in negotiation preparation and planning is to research the other party and the context. You need to understand their interests, alternatives, position, and perspective, as well as the external factors that may influence the negotiation, such as market conditions, cultural norms, or legal regulations. By doing your homework, you can anticipate their needs and concerns, identify potential areas of agreement and conflict, and tailor your communication and persuasion strategies accordingly.

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Crystal Baldwin

Career Coach for Developmentally Disabled | Pursuing RBT Certification
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Definitely, know your opponent. Don't be hesitant to revisit previous contract terms that may have been rejected or may not have been feasible in past or current environment. Every day is a new day, technology is more advanced, alternatives are broader, and every effort must be made to come up with an amicable solution. Think out of the box, show up, and be prepared to prevail.

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3 Define your goals and range

Once you have assessed your interests and alternatives, and researched the other party and the context, you can define your goals and range for the negotiation. Your goals are the specific and measurable outcomes that you want to achieve, such as price, quantity, quality, or delivery time. Your range is the span between your target point, which is your ideal or optimal outcome, and your resistance point, which is your BATNA or the lowest acceptable outcome. Your range should be realistic and flexible, based on your interests, alternatives, and research, and allow you to make concessions and trade-offs during the negotiation.

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4 Prepare your agenda and strategy

The next step in negotiation preparation and planning is to prepare your agenda and strategy. Your agenda is the list of issues or topics that you want to discuss and resolve in the negotiation, such as terms, conditions, deadlines, or warranties. Your strategy is the overall approach or plan that you will use to achieve your goals and address the issues, such as cooperative, competitive, or integrative. You should prioritize your agenda items based on their importance and difficulty, and align your strategy with your interests, alternatives, and research, as well as the other party's.

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5 Practice your skills and tactics

The final step in negotiation preparation and planning is to practice your skills and tactics. Skills are the abilities or competencies that you need to negotiate effectively, such as listening, questioning, communicating, or problem-solving. Tactics are the specific actions or techniques that you use to implement your strategy, such as framing, anchoring, or bargaining. You should practice your skills and tactics by rehearsing your opening statement, responses, and counteroffers, as well as by role-playing different scenarios and situations that may arise in the negotiation.

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Cecily Corbin-Gittens

Primerica RVP partner
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I agree with the above perspective on the question of negotiation. But my thoughts would be to begin by identifying the "why" of the overall exercise. What is the goal I want to achieve for this initiative? What is the end result for the success and growth of the organization? How will I measure the results? Is there a specific date for the completion? Is there room for an alternative plan? To whom am I accountable? What will success mean? Do I need to involve other experienced and skilled persons to help in specific areas? There is much that goes into a successful negotiation.

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How do you set realistic and flexible goals for a negotiation?

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5

1 Assess your interests and alternatives

2 Research the other party and the context

3 Define your goals and range

4 Prepare your agenda and strategy

5 Practice your skills and tactics

Decision-Making

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How do you set realistic and flexible goals for a negotiation?

1

2

3

4

5

1 Assess your interests and alternatives

2 Research the other party and the context

3 Define your goals and range

4 Prepare your agenda and strategy

5 Practice your skills and tactics

Decision-Making

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