STEP 4: Plan to succeed
The key to successful negotiation is planning. The more thoroughly you think through in advance how you are going to handle a situation, the more likely you are to get what you want without upsetting the other person. Preparing for a negotiation will also increase your confidence and enable you to stay in control if talks don’t go in the direction you had hoped they would. When planning to negotiate, there are some simple questions to ask yourself: What do I want? What do I think the other person wants? In what ways would I be prepared to compromise? In what ways do I think the other person would be prepared to compromise?
How do I think the other person might react to my position? For each possible reaction, what will I say or do? What would a win-win situation be? In addition to asking the questions above, there are a range of useful tools and techniques you can use to help you prepare for a negotiation. The more thoroughly you think through in advance how you are going to handle a situation, the more likely you are to get what you want without upsetting the other person.
NEGOTIATING IN FINANCE | DEALING WITH RED, BLUE AND PURPLE NEGOTIATORS
14
Made with FlippingBook Digital Publishing Software