Join Mike Figliuolo for an in-depth discussion in this video Assessing what happened, part of Strategic Negotiation.
- Throughout a negotiation,…you should be assessing what's happening.…Track major negotiating points over time.…See what was a plus or a minus…versus the last round of negotiations.…If you go back to your initial goals…and what the other party's initial goals were,…their must-haves, want to haves, nice to haves,…and also evaluate it for your end,…you can track, over time, where are you making concessions?…Where is the other party fighting hard for something?…Doing this type of assessment can help you identify…what's really important to them and what's not.…
Assessment can help you identify topics that recur…and also areas where they're more willing…to make concessions.…Be very aware of prior offers that you make.…Make sure you have documentation…because the other party can bring them back up later…and use them against you.…Now, the good news is, you can do the same thing,…but if you're not aware of an offer you make,…or an offer, even worse, that somebody on your team makes…that you're not aware of,…those things can come back to bite you in the end.…
- Explore methods for defining all of your negotiation options.
- Recall how to make concessions when appropriate.
- Select the best negotiation style and strategy.
- Determine the most favorable deal structure.
- Support your anchor position.
- Recognize how to sequence your deals.
- Track negotiation points over time.
- Identify the most common negotiation pitfalls.