Preparing for the Unexpected by Brian Buck
Historian The historian reflects on previous negotiations. It’s important to look back on all previous negotiations, so that you can learn the tendencies and patterns of the party you’re negotiating with. Do they build a lot of fluff into their proposals? Will they always ask for a discount? Do they sweat the small stuff? Knowing the other party can help you prepare a strategy that will resonate with them. The historian also studies the previous deals. They identify the major sticking points as well as the areas that seemed to be of lesser importance. They examine the deal through the lens of today in order to understand if it worked out as intended. In the end, the historian develops a perspective that will inform and guide the upcoming deal.
“Strategy will ground you in terms of what’s important.”
Whether you’re a parent or not, I’m sure you’ve been listening to the great debate on how to reopen schools. Many colleges and universities have announced plans to offer most classes online this fall, with a limited number of students on campus. My daughters’ schools are offering options from blended learning (two hours a day on campus with the rest at home) to complete distance learning. As with everything during the “new normal,” those plans continue to change and evolve, leaving many families struggling to plan. This situation is analogous to how we’re trying to prepare within our businesses as we deal with the ramifications of COVID-19. No matter the struggle and uncertainty, there’s a way to plan to help you through almost any situation. A negotiator creating a plan is part historian, part investigator, and part improv actor. When these roles work together, they can help any dealmaker have a successful negotiation.
Investigator The investigator is curious, probing the “why” of the blended past and present circumstances — going through a series of questions to explore what’s happening both above and below the surface of the negotiating table. These questions include:
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