What Should Be On Your Negotiation Checklist?

from The Accidental Negotiator Hosted by Jim Anderson

As negotiators, every time that we enter into a negotiation we hope to be able to use our negotiation styles and negotiating techniques to walk away with a deal that we can live with. However, in order for that to happen we have to have taken the time to prepare for the negotiation. All too often this is exactly what we don’t do. When you haven’t done the necessary research, you are likely to leave value on the table and even to be taken advantage of by the other side. What you need is a negotiation preparation checklist that can help you avoid this scenario by helping you think through your position, the other side’s position, and what might happen when you get together. We do need to understand that business negotiations are highly unpredictable. It is possible that some of your prep work won’t turn out to be relevant, and new issues and problems will crop up and demand your attention. However, having a solid understanding of what’s at stake and where each side is coming from will help you do a better job of thinking on your feet.