Some people consider negotiation to be an art, a process that only a select few can master. In fact, it doesn’t take years of practice and study to master this talent. All it takes is preparation and an understanding of the fundamentals of negotiation. So if you only have 15 minutes to prepare, that’s enough.
The following method is a quick and easy way to prepare your negotiation strategy.
The fundamental stages
Preparation
It’s inevitable: you have to prepare before you even think about negotiating. So how do you go about it?
The 2D method (data/doubts), which involves establishing what information you have, and what you don’t yet have.
Here’s a list of questions to ask yourself before getting started:
1- What is the objective of this negotiation?
2- What type of negotiator am I dealing with?
3- What’s at stake on each side?
4- What is my margin of power?
5 – What are the non-negotiables?
6 – What concessions are possible?
7 – Who are my competitors?
8 – What factors could influence the success of the negotiation?
Classify each answer into two sections: what I know, what I don’t know.
Then, simply try to find the answers you didn’t know before the meeting. If the information really isn’t available, focus on these points during the negotiation, so that you can adjust your speech or plan along the way.
