Prepare in Advance
The time to plan or prepare for a negotiation is not when the negotiation is taking place.
You have to prepare in advance. Preparing in advance means doing some research, due diligence and preparation to make sure you are ready for any questions, concerns or offers that you may encounter during the negotiation.
Remember from previous weeks we talked about the negotiation situation and determining whether something is or is not fair and reasonable. You have to make that determination as part of your preparation. Preparing in advance may also mean taking your situation to an attorney for legal advice or possibly representation.
If you are negotiating with someone from a different culture or county, you want to make sure you understand how they do business and respect their culture and include that in the actual negotiation. Showing someone from another culture or country that you respect how they do business will go a long way in producing win-win results because they will feel like you took the time to understand who they were and how they operate.
Part of your preparation should include responses to questions you might be presented during the negotiation. It is also advisable to do a mock negotiation with someone else such as a coach or someone who will hold you accountable and be tough on you to get you prepped before you do the actual negotiation.
Doing a mock negotiation is one of the best ways to prepare because you’ve already experienced the negotiation in a sense. This is why we do experiential games at the Think Like A Negotiator Live training. Students experience negotiation and master it much more quickly.
For more information on the live training, visit www.ThinkLikeANegotiator.com
See you next week!
Eldonna Lewis Fernandez, MSgt USAF Retired