Negotiating - MIR-Online

Preparation‘Chance favours the prepared mind’Louis PasteurAs with so many things, a large part of successful negotiation depends on carefulpreparation. So much depends on preparation, and yet so little time seems to be spent onit. Many negotiators take great pains in preparing facts, figures and details to ‘prove theircase’, but very little time is spent in preparing to negotiate.Preparation comes in three stages:a) Research(i)What is your Best Alternative to a Negotiated Agreement, your BATNA? What arethe consequences of walking away from this deal?(ii) What facts do you have to support your position? Are they in a user-friendlyformat?(iii) Where has this succeeded elsewhere? Do you have any quotes from satisfiedparties?(iv) What will happen if they don’t agree to this deal? Do you have any projections?(v) Who are you negotiating with? Do they make the decision(s)? Who does?(vi) Who else negotiates with this person? What do they think of them?(vii) What interests do they have? Do they have objectives to achieve that you may beable to help with?(viii) What are their arguments likely to be? Do you have answers to them?With research, the easiest place to find out an answer is from your ‘opponent,’ but whatother sources are available to you?4©inspirechangewww.inspirechange.comDeveloping Healthcare Leaders 01908 511572