Anatomy of a Negotiation
Negotiation in the Think Like A Negotiator world is learning how to get people to agree with you in an ethical way. Because you are reading this now tells me you want to learn more about how to master negotiation skills and how to get people to agree with you.
Sometimes when people don’t agree with you, it costs money, wastes time, or causes stress. Getting people to agree with you is what negotiation is all about. How do you know whether or not you have something to negotiate and what a negotiation looks like?
Negotiation can be that big contract, a job interview, how to get your kids to do their chores or what time to get together for an event. Remember, its just a conversation to reach an agreement; getting people to agree with you. You are already negotiating everyday without even realizing it. Mastering these skills will make you more confident and successful both personally and professionally.
The following diagram shows the anatomy of a negotiation, how each part works, and the basics of negotiation from beginning to end.
Negotiation Situation – This is whatever thing you have to discuss to reach an agreement. Some examples are things like salary negotiation, sponsorship, employee issues, car / house repairs, joint venture agreements, contract payment terms, delivery of supplies, contracts, landlord tenant dispute, interest rates, client agreements and so much more.
This is the situation that comes into your space for you to discuss to reach an agreement.
Plan / Prepare for the Negotiation – Once you know what the situation is that you need to discuss/negotiate, then you have to prepare for that negotiation. That means doing research if necessary or if it’s a simple discussion / negotiation, deciding what you need to do or say in order to get to the agreement you want.
The outcome is likely to be more successful with some planning and preparation.
Negotiation – This is the actual discussion to reach the agreement. You’ve had the situation come up, you’ve done your preparation, now you are going to do the discussion to reach the agreement and use the negotiation techniques from Think Like A Negotiator to reach an agreement and with the goal of creating win-win results where both sides are happy with the outcome.
This can be done in person, on the phone, by email, skype, or written letter.
Agreement – This is the outcome of the negotiation. You have the discussion and get to the agreement. This happens after you’ve brought up all your points and issues and the other side has done so as well. You both reach a consensus and agree.
This can happen quickly or take a long time depending on the negotiation situation. Your goal should be to reach a mutually beneficial agreement where both sides are happy with the outcome. That’s basically the definition of win-win negotiation.
Definitize – This is one of those contract type terms that simply means finalize the agreement in writing where both parties sign. This might include getting a legal review for a larger contract or have an attorney look over it. For simple agreements if could be just an email type agreement where you outline the terms and both indicate you agree or even a text message.
It depends on the size of the agreement as to how much work goes into definitizing the situation. The important thing is to make sure it’s in writing in some form to protect all parties.
Execute the Agreement – Execution of the agreement is simply doing whatever you have agreed to. If you agree to meet for dinner at 7:30pm at ABC Restaurant then the execution of the agreement would be to show up. If you agree to invest in one of my coaching programs, the execution of the agreement would be to do the coaching.
Whatever your agreement is, executing the agreement is the final step in the anatomy of a negotiation.
The above outlines the basic negotiation process that you would go through to reach an agreement. It is much more detailed than this and has many sub steps but this will give you an overview of what a negotiation looks like.
See you next week!
Eldonna Lewis Fernandez, MSgt USAF Retired