Planning and preparing for negotiation

Successful negotiation does not result from chance, it comes from the skilful implementation of a well thought plan. If there is something you wish to acquire through negotiation, be prepared to take a few risks. Good preparation will help you to keep risks manageable, and provide you with a feeling of confidence.

Start by thinking through your objectives

• What do you want?
• What do you need?
• What is your timetable for giving and getting?

Once you have your objectives established, concentrate on the issues and categorise them as major or minor concerns. Do this not only for your issues, but also for those you anticipate the other party will identify as theirs. Also, don't neglect issues, which are common to both parties.

Sources of power:

• Persistence- Do not back off at the first sign of resistance. Give the other party time to think and consider alternatives.

• Competition- There is always competition for what you have whether it is money, ideas or products. Don't forget that you always have options.

• Expertise- Use all possible resources in what you have. You will receive more consideration from people who believe you have more knowledge, skill or expertise than they do.

• Involvement- Get everyone involved. Personal involvement will often cause thoise participating in a negotiation to work hard to ensure it doesn't fail.

• Attitude- Do not relieve your tension on the other negotiator. If you need time to reduce stress, take a break.