Preparing a negotiation
Clarifies in advance what you really need, where your limit is, and what you do if it fails.
What is inside
You prepare for a negotiation. Whoever walks in unprepared negotiates on the other side's terms. Separate position from interest. Position: "I want 20 per cent more." Interest: "I need planning certainty for a year." An interest can often be satisfied several ways — a position only one. Write both down and rank the interests by importance. The same exercise from their point of …
- 1. What you really need
- 2. What the other side needs
- 3. Your limit — before the conversation
- 4. Your alternative
- 5. The trading space
- 6. Three questions
- 7. What you do not say
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