The Negotiation Guru

Having an agenda ready before you step into the negotiation room is essential. You need to know what you hope to achieve after the negotiation. I have negotiated with sales people who absolutely have no idea what they want to achieve from the deal. Sitting on the other side of the table, I felt that the party is either not interested in the deal or totally insincere. Either way, this is not a good thing for a relationship-based deal.

To go into negotiation with an agenda, you need to prepare beforehand. You have to consider your objectives, needs, wants, bargaining points and walk-away value (BATNA). This require due diligence on your part but it always pay off. You will save both parties a lot of time if you know what you want. No one likes to have a long dreary negotiation.

Do not enter the negotiation hall without knowing what you want.

This entry was posted on Wednesday, November 7th, 2007 at 1:16 pm and is filed under Bottomline, Goals, Interests, Preparation, Psychology. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.