Pre-Negotiation: A Strategy for Winning

Pre-Negotiation Strategy Plan CheckList (Part 1)

I now am better prepared to go into an important negotiation meeting and stay in control, while finishing the meeting satisfied. If you have the training budget and two days to spare, you'll struggle to find a program more far-reaching, on-point, and instantly implementable. Excellent course, brings more confidence in my ability to negotiate. I think this course is a must for all employees who deal with customers. This program has greatly increased my confidence and ability to negotiate for myself as well as my company. The negotiating class was very informative.

The instructor provided an inspirational message that can be applied to everyday life.

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The Pathway to Starting your own Business. If the reason is based on performance, you can ask what it will take to earn that raise. In addition, collaborators need to be wary of how much information is shared in order to avoid being taken advantage of. What level of authority do you have - can you execute a final agreement at the negotiating table or do you need to have your Board vote on a proposal? People automatically assume that your message has more credence. Each side takes an extreme position based on its wants, needs, and limitations. However, that negative effect was eliminated when researchers began the conversation by talking about the weather.

We negotiate every day of our lives, both personally and professionally. This course defines the process and provides techniques to achieve successful results.

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Prior to this class I felt as though I was getting eaten alive by internal negotiations with sales reps. Now I feel prepared to challenge what they are saying and bet to their real needs. This class is an eye opener to this dynamic. Or, we will be seeking a long term negotiated agreement such as a joint venture, where we will be mutually entwined over a long period of time. More time is required to prepare your negotiation strategy for the third type. There are basically two types of conflict situations we may encounter in a negotiation.

Conflicts can present themselves singularly, or may be a mixture of the two. It is vital that the negotiator carefully analyse the conflict issues, both individually and collectively, to fully appreciate the unique challenges they present. This is a situation that takes into account their conflicting views relating to opinions, beliefs, values and ideology.

For example, two executives may have different views about whether a strategic initiative should be prioritised. Another example may consist of a trade dispute between two countries, and entail ideological or religious based differences. Or, the conservative viewpoints of management might conflict with the more left wing approach of union leaders. The second form of conflict entails the allocation of resources like money, quantity, production or simply put — things.

Any physical commodity will fall into this category of conflict. Other issues might entail the allocation of resources, as a separate segment of the trade dispute. Resource issues though, are more tangible as they comprise knowable items, or particular products. By analysing the types of conflict into categories, negotiators can have a better understanding of the real measure of the disputes, and frame or focus their strategies more effectively. The first reason occurs when out of necessity, we have to. The second reason occurs when we are seeking out an opportunity. This situation may arise simply because an opportunity has sprung up, where we can increase our overall business at an opportune time,.

Negotiation Tactics

The reason for entering into a negotiation will affect both our approach, negotiation strategy , and also our relative negotiating power in comparison to our counterparty. We also need to ask ourselves whether the results of the negotiation we are conducting, will affect other negotiations or agreements later.

Many companies today have international interests. An agreement with a company in one country, may affect how talks will impact or be influenced, with negotiations that will transpire later.

We either enter into negotiations because we have to, or because we want to. The other negotiation styles see competing negotiators as aggressive and strategic. The competing style works best when you need a fast negotiation or when there aren't many variables at play, such as simply negotiating over the price of a product. However, the competing style does not work well when used against another using the competing style; often, deadlock occurs, and relationships become frayed or even hostile. The accommodative style is a submissive style, the yin to the competing style's yang.

Accommodators are ready and willing to give information and to make concessions. Accommodators often let the other side of the table win on issues. This can be dangerous when negotiating against a competing style. However, accommodators put relationship as a top priority, and this style can be very successful in negotiations in which mending or maintaining relationships is critical. For example, if your company is in the midst of a crisis, an accommodative strategy can be very successful at avoiding litigation and appeasing the other party.

However, unless the situation involves a relationship crisis, use accommodative strategies sparingly - giving away too many concessions or too much information in a negotiation might lead to a less than ideal outcome. The avoiding style is passive aggressive and tends to skirt issues rather than confront them head on. Avoiders tend to come across as less transparent and honest, and lines of communication can be weak.

Often times, this style is employed by negotiators who do not respond well to conflict or aggression. Rather than make accommodations, the avoiders simply avoid the situation. With that said, an avoiding style has its advantages in a highly emotional negotiation.


Pre-Negotiation: A Strategy for Winning - Kindle edition by Carol Tallon. Download it once and read it on your Kindle device, PC, phones or tablets. Use features. This checklist will help you prepare a successful negotiation strategy for any potential conflict and attain the best possible agreement.

Avoiders can avoid confronting emotions and passions and instead focus on hard numbers in order to reach an agreement. The avoiding style also works fine when the negotiation is simple or trivial. However, due to looming communication issues, the avoiding style has the ability to result in deadlock and resentment, as well as strained relationships. If you find yourself using this style and negotiations have become rocky, consider taking a break from the negotiating table to think through strategy before returning to negotiations.

The compromising style involves meeting halfway.

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One side makes some concessions, while the other side makes some concessions. In the end, there are no clear winners, but rather, what is believed to be a fair result instead occurs. Parties tend to start out at extreme positions, then work their way to the middle. This style is used often in positional bargaining. It works well when there are time constraints or there is an ongoing and strong relationship with the other party. While this format helps keep relationships strong, the agreements are usually not the most optimal agreements for both parties.

The collaborating style involves ensuring that both parties' needs are met. Parties brainstorm on how to create mutual value and think outside of the box on collaborating on a solution. Collaborating is all about value creation and is commonly encouraged by those who support the principled negotiation format. Collaborators expand the pie and strive to meet an optimal agreement that maximizes everyone's returns. This style is great at forming strong bonds or maintaining good relationships. However, the collaborating style is the most consuming style and the most mentally exhausting style.

It also requires the most preparation. In addition, it does not work as well with competing style negotiators as they may try to take advantage of the situation. In addition, collaborators need to be wary of how much information is shared in order to avoid being taken advantage of.

While many individuals feel as if successful negotiations are simply the product of natural skill, the key behind reaching an optimal agreement is preparation - know the issue, know yourself, and know your party. Preparation includes knowing your needs and limits, understanding what the other party wants and anticipating their limits, asking the right questions, and being creative in your proposed solutions.

Pre-Negotiation Strategy Plan CheckList | Negotiation Experts

Good preparation allows you to strategize and to think on your feet in the negotiation room. One of the most popular forms of negotiation preparation involves using a Seven Elements approach, as first outlined in Getting to Yes: The Seven Elements include interests, options, legitimacy, alternatives, communication, relationship, and commitment.

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By considering all of these different elements of a successful negotiation, you can enter the negotiating room fully prepared and fully informed. First, consider both your interests and the other party's interests. Interests are not positions. Interests are merely the reasons behind a position. Your interests in reaching an agreement may be readily apparent to you.