Prepare the negotiation
Take 20 minutes before an important negotiation. It pays off twice and three times over!
And what if I don’t have time?
Then take at least 3 minutes.
3-minute variant
- Know what you want…
- why you want it…
- and why you deserve it!
That’s the most important thing … but not enough! As you know, the secret to successful negotiations lies in putting yourself in the other person’s shoes. So double the 3 minutes.
6-minute variant
- Know what you want…
- why you want it…
- and why you deserve it!
***
- Think: What does the other person want…
- why does she want it …
- and why does she think she deserves it?
You are even better prepared with the…
20-minute variant
My position: What do I want to achieve? What is my maximum position (my optimum)? What is my minimum position?
If I don’t get what I ask for, what other options can I switch to?
Do the same for the other person. What does she want maximum, minimum? What other options could she switch to?
What do I gain by asserting my positions? What are my interests, needs, hopes and fears?
Do the same for the other person. Why does she want what she demands? What is it about?
What are the common interests?
What options are there to meet the interests of both people? Open your mind to new variations!
Why is it legitimate for me to get what I want? What objective criteria support my position? How do I establish my position step by step? What references to regulations, standards, contracts, laws, precedents, examples create legitimacy?
How will the other person justify that their position is objectively supported and legitimized with references to standards?
Anticipate the outcome: What variants of the commitment (agreed negotiation results) could we have achieved at the end of the meeting?
