Preparing for a Negotiation
I. Your objectives 4
A. Ideal outcome 4
1. Objective 1 4
2. Objective 2 4
3. ...others 4
B. Compromise position 4
1. Objective 1 4
2. Objective 2 4
3. ...others 4
C. Must have 4
1. Objective 1 4
2. Objective 2 4
3. ...others 4
D. Non-objectives 4
II. Your position 4
A. Supporting data 4
1. Know the market 4
2. Supply and demand 4
3. ...others 4
B. Supporting arguments 4
C. Strengths/weaknesses 4
III. Your opponents' position 4
A. Their objectives 4
B. Their likely arguments 4
C. Strengths/weaknesses 4
D. Their experience 4
E. Hidden motives? 5
IV. Common ground 5
A. Item 1 5
B. Item 1 5
C. ...others 5
V. Strategy 5
A. Team and roles 5
1. Leader 5
2. Good guy 5
3. Bad guy 5
4. ...others 5
B. Brief your team 5
C. Rehearse 5
VI. Agenda 5
VII. The right impression 5
A. Location 5
1. Home 5
2. Away 5
3. Neutral 5
B. Equipment 5
C. Dress 5
D. Food/drink 5
E. Seating plan 5
F. ...others 5
Purpose: To help prepare for a successful negotiation.
Directions: You can use this template in various ways, for example as a checklist to remind yourself of the key points, as a tool for teaching others, or as the starting point for a visual representation of your planning for a specific negotiation. Modify it according to your needs.
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Related OpenMind templates:
* Preparing to Sell
* Presenting Effectively
I. Your objectives[W1]
A. Ideal outcome
1. Objective 1
2. Objective 2
3. ...others
B. Compromise position
1. Objective 1
2. Objective 2
3. ...others
C. Must have
1. Objective 1
2. Objective 2
3. ...others
D. Non-objectives
II. Your position[W2]
A. Supporting data
1. Know the market
2. Supply and demand
3. ...others
B. Supporting arguments
C. Strengths/weaknesses
III. Your opponents' position[W3]
A. Their objectives
B. Their likely arguments
C. Strengths/weaknesses
D. Their experience
E. Hidden motives?
IV. Common ground[W4]
A. Item 1
B. Item 1
C. ...others
V. Strategy[W5]
A. Team and roles
1. Leader
2. Good guy
3. Bad guy
4. ...others
B. Brief your team
C. Rehearse
VI. Agenda[W6]
VII. The right impression[W7]
A. Location
1. Home
2. Away
3. Neutral
B. Equipment
C. Dress
D. Food/drink
E. Seating plan
F. ...others
[W1]It is important to understand and prioritize your own objectives for the negotiation.
What objectives are negotiable, what are non-negotiable, and what potential objectives are actually not objectives at all? Which of the negotiable objectives are least important to you? If it comes to it, give ground on these first.
[W2]Gather as much information as you can to support your negotiating position. Brainstorm your arguments with other members of the negotiating team. How will you counteract attacks on your weak points?
[W3]Try to understand your opponents' objectives. Remember that there may be a big difference between your two positions. For example, while you may be desperate to buy, your opponent may be equally desperate to sell. This can leave a large area for potential deals: some will be much better for you than others.
[W4]To save unnecessary discussion when it comes to the negotiation meeting, try to establish common ground ahead of time.
[W5]Set up your team, and make sure everyone understands both your position and that of your opponents. Who will play what roles? Your leader should have the necessary authority to make a deal, and should be experienced in successful negotiations.
[W6]Agree a written agenda beforehand. This will help make sure that the negotiation stays on track. Include timings so that you are all agreed what topics warrant most discussion.
[W7]Set the scene for a professional meeting, whether formal or informal. It's a good idea to agree requirements with your opponents in advance so that there are no surprises.
What will be the preferred seating arrangement for your team (the leader will normally take a central position)?
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