Learn how designing a range of options can help you expand what's possible for both you and your negotiation partner and unlock your creativity at the bargaining table.
- In my experience with clients, I've noticed a pattern with those who achieve their negotiation goals. They prioritize everything that's important to them and they identify two or three options that are all equally acceptable to give them freedom and flexibility at the negotiation table. Let's take a look at how a little planning can help you achieve your negotiation goals. Now while we're going to be using a request for remote work, this process will work for any negotiation, from buying a car to proposing a new project that requires time and resources.
Here are some questions to answer for yourself before you sit down to talk. What are your priorities, your must haves and like to haves? What's the benefit of your request to your conversation partner? What's the cost or impact of what you're asking for? Now in terms of your strategy, you're really identifying your moving parts and the potential concessions you're willing to make in trade for things you feel you must have. Now let's take a look at a chart to see how you might map out all those options.
In option one you're asking permission to work remotely at your discretion. Now this is all about managing your workload productively and demonstrating your leadership in accomplishing project goals. The potential cost is maybe a little less face time. Since your laptop is a bit of a dinosaur, you're asking for new equipment to avoid time waste and frustration. Let's say that cost is around $1,500. To help things run smoothly, your two must haves are remote access to the company network and tech support.
Those priorities don't really require additional money. In option two, you'd really be happy with even one or two days of remote work per week. As long as you have a newer laptop and printer you'll be good. Of course you hang onto your must haves for remote access and tech support. Now here's the good news about spending all this planning time upfront. When you map out the priorities, costs, and benefits, you will have the raw material for writing your opening statement so you can frame your request as a benefit to your partner.
And by thinking through the impact and potential cost, you're preparing yourself for possible pushbacks. That's where diagnostic questions, labeling, and mirroring will be useful for finding your past no and into the zone of agreement. Identifying your priorities and designing options takes a bit of upfront work, and that work will pay off by helping you stay flexible and creative at the negotiation table so you can both get more of what you want.
- Identify the different types of negotiation.
- Distinguish the difference between asking and negotiation.
- List core negotiation practices.
- Explain anchoring and framing for mutual benefit.
- Describe tactical empathy.
- Explain the principles of influence.
- Create an influence plan.
- Analyze conflict styles.
- Recognize contentious negotiation tactics.