Negotiation Skills

  1. The Negotiation Preparation Phase
    1. Self-Assessment
      1. Identifying Your Interests and Priorities
        1. Differentiating Between Positions and Interests
          1. Surface-Level Demands vs. Underlying Needs
            1. Why vs. What Analysis
              1. Root Cause Identification
              2. Ranking and Weighing Priorities
                1. Must-Have vs. Nice-to-Have Items
                  1. Quantitative Scoring Methods
                    1. Trade-Off Analysis
                      1. Priority Flexibility Assessment
                    2. Understanding Your Strengths and Weaknesses
                      1. Assessing Negotiation Skills
                        1. Communication Effectiveness
                          1. Analytical Capabilities
                            1. Emotional Control
                              1. Relationship Building Abilities
                              2. Recognizing Personal Biases and Triggers
                                1. Emotional Hot Buttons
                                  1. Cognitive Bias Patterns
                                    1. Stress Response Tendencies
                                      1. Cultural and Personal Assumptions
                                    2. Determining Your BATNA
                                      1. Generating Alternatives
                                        1. Brainstorming Sessions
                                          1. Market Research
                                            1. Network Consultation
                                              1. Creative Option Development
                                              2. Evaluating the Strength of Alternatives
                                                1. Feasibility Assessment
                                                  1. Cost-Benefit Analysis
                                                    1. Timeline Considerations
                                                      1. Risk Evaluation
                                                  2. Assessing the Other Party
                                                    1. Identifying Their Interests and Priorities
                                                      1. Researching Stated and Unstated Needs
                                                        1. Public Statement Analysis
                                                          1. Industry Trend Research
                                                            1. Stakeholder Pressure Assessment
                                                              1. Historical Pattern Review
                                                              2. Predicting Likely Objectives
                                                                1. Business Model Analysis
                                                                  1. Competitive Position Review
                                                                    1. Strategic Goal Alignment
                                                                      1. Performance Pressure Evaluation
                                                                    2. Researching Their Background and Reputation
                                                                      1. Gathering Information from Public Sources
                                                                        1. Financial Reports and Filings
                                                                          1. News Articles and Press Releases
                                                                            1. Industry Publications
                                                                              1. Social Media and Online Presence
                                                                              2. Analyzing Past Negotiation Behavior
                                                                                1. Previous Deal Structures
                                                                                  1. Negotiation Style Patterns
                                                                                    1. Concession Tendencies
                                                                                      1. Relationship Management Approach
                                                                                    2. Estimating Their BATNA
                                                                                      1. Identifying Possible Alternatives for the Other Party
                                                                                        1. Competitor Analysis
                                                                                          1. Market Option Assessment
                                                                                            1. Internal Capability Review
                                                                                              1. Partnership Possibilities
                                                                                              2. Assessing the Strength of Their Position
                                                                                                1. Market Power Evaluation
                                                                                                  1. Resource Availability
                                                                                                    1. Time Pressure Assessment
                                                                                                      1. Dependency Analysis
                                                                                                  2. Defining Objectives
                                                                                                    1. Setting a Target Point
                                                                                                      1. Establishing Ambitious but Realistic Goals
                                                                                                        1. Market Benchmark Analysis
                                                                                                          1. Historical Achievement Review
                                                                                                            1. Capability Stretch Assessment
                                                                                                              1. Risk-Adjusted Expectations
                                                                                                            2. Establishing a Reservation Point
                                                                                                              1. Determining Minimum Acceptable Outcomes
                                                                                                                1. Cost Structure Analysis
                                                                                                                  1. Alternative Opportunity Value
                                                                                                                    1. Risk Tolerance Assessment
                                                                                                                      1. Strategic Importance Weighting
                                                                                                                    2. Identifying the ZOPA
                                                                                                                      1. Mapping Overlapping Interests
                                                                                                                        1. Interest Compatibility Analysis
                                                                                                                          1. Value Creation Opportunities
                                                                                                                            1. Trade-Off Possibilities
                                                                                                                              1. Win-Win Scenario Development
                                                                                                                          2. Strategic Planning
                                                                                                                            1. Choosing a Negotiation Strategy
                                                                                                                              1. Matching Strategy to Context
                                                                                                                                1. Relationship Importance Assessment
                                                                                                                                  1. Issue Complexity Evaluation
                                                                                                                                    1. Time Constraint Analysis
                                                                                                                                      1. Power Balance Consideration
                                                                                                                                      2. Adapting to the Other Party's Approach
                                                                                                                                        1. Style Recognition Techniques
                                                                                                                                          1. Counter-Strategy Development
                                                                                                                                            1. Flexibility Planning
                                                                                                                                              1. Response Preparation
                                                                                                                                            2. Developing Opening Offers and Counteroffers
                                                                                                                                              1. Planning Initial Proposals
                                                                                                                                                1. Anchoring Strategy Design
                                                                                                                                                  1. Justification Preparation
                                                                                                                                                    1. Package Structure Planning
                                                                                                                                                      1. Flexibility Buffer Creation
                                                                                                                                                      2. Anticipating Likely Responses
                                                                                                                                                        1. Scenario Planning
                                                                                                                                                          1. Counter-Argument Preparation
                                                                                                                                                            1. Response Strategy Development
                                                                                                                                                              1. Contingency Planning
                                                                                                                                                            2. Planning Concessions
                                                                                                                                                              1. Sequencing Concessions
                                                                                                                                                                1. Priority-Based Ordering
                                                                                                                                                                  1. Reciprocity Expectations
                                                                                                                                                                    1. Momentum Building Strategy
                                                                                                                                                                      1. End-Game Planning
                                                                                                                                                                      2. Deciding on Concession Magnitude
                                                                                                                                                                        1. Value Impact Assessment
                                                                                                                                                                          1. Signaling Considerations
                                                                                                                                                                            1. Reciprocity Expectations
                                                                                                                                                                              1. Reserve Maintenance
                                                                                                                                                                            2. Assembling a Negotiation Team
                                                                                                                                                                              1. Selecting Team Members
                                                                                                                                                                                1. Skill Complementarity
                                                                                                                                                                                  1. Experience Relevance
                                                                                                                                                                                    1. Authority Levels
                                                                                                                                                                                      1. Personality Fit
                                                                                                                                                                                      2. Assigning Roles and Responsibilities
                                                                                                                                                                                        1. Lead Negotiator Designation
                                                                                                                                                                                          1. Subject Matter Expert Roles
                                                                                                                                                                                            1. Support Function Assignment
                                                                                                                                                                                              1. Decision-Making Authority
                                                                                                                                                                                          2. Logistical Preparation
                                                                                                                                                                                            1. Choosing the Venue and Time
                                                                                                                                                                                              1. Evaluating Neutral vs. Home Ground
                                                                                                                                                                                                1. Psychological Advantage Considerations
                                                                                                                                                                                                  1. Convenience and Accessibility
                                                                                                                                                                                                    1. Resource Availability
                                                                                                                                                                                                      1. Symbolic Significance
                                                                                                                                                                                                      2. Considering Timing and Scheduling
                                                                                                                                                                                                        1. Business Cycle Alignment
                                                                                                                                                                                                          1. Personal Schedule Optimization
                                                                                                                                                                                                            1. Deadline Pressure Management
                                                                                                                                                                                                              1. Cultural Timing Considerations
                                                                                                                                                                                                            2. Setting the Agenda
                                                                                                                                                                                                              1. Prioritizing Issues
                                                                                                                                                                                                                1. Complexity-Based Ordering
                                                                                                                                                                                                                  1. Relationship Impact Sequencing
                                                                                                                                                                                                                    1. Momentum Building Strategy
                                                                                                                                                                                                                      1. Energy Management Planning
                                                                                                                                                                                                                      2. Structuring the Discussion Flow
                                                                                                                                                                                                                        1. Opening Ritual Planning
                                                                                                                                                                                                                          1. Break Scheduling
                                                                                                                                                                                                                            1. Decision Point Identification
                                                                                                                                                                                                                              1. Closing Procedure Design
                                                                                                                                                                                                                            2. Defining Roles for Team Members
                                                                                                                                                                                                                              1. Lead Negotiator
                                                                                                                                                                                                                                1. Primary Communication Responsibility
                                                                                                                                                                                                                                  1. Decision-Making Authority
                                                                                                                                                                                                                                    1. Strategy Implementation
                                                                                                                                                                                                                                      1. Relationship Management
                                                                                                                                                                                                                                      2. Subject Matter Experts
                                                                                                                                                                                                                                        1. Technical Question Response
                                                                                                                                                                                                                                          1. Detailed Analysis Provision
                                                                                                                                                                                                                                            1. Feasibility Assessment
                                                                                                                                                                                                                                              1. Implementation Planning
                                                                                                                                                                                                                                              2. Note Taker/Observer
                                                                                                                                                                                                                                                1. Detailed Record Keeping
                                                                                                                                                                                                                                                  1. Non-Verbal Cue Monitoring
                                                                                                                                                                                                                                                    1. Process Observation
                                                                                                                                                                                                                                                      1. Strategic Advice Provision

                                                                                                                                                                                                                                                Previous

                                                                                                                                                                                                                                                1. Fundamentals of Negotiation

                                                                                                                                                                                                                                                Go to top

                                                                                                                                                                                                                                                Next

                                                                                                                                                                                                                                                3. The Negotiation Process: Stages and Execution