By laying out your position, you're going to be able to go into negotiations knowing what you want. In this video, learn how to define the goals of your negotiation.
- Before you even enter into conversations … with the other party, you have to define your goals, … consider several things for your side of the negotiation. … First, who's involved from your side … and who's ultimately going to make the decision? … By getting an understanding of the stakeholders … who are going to have an interest in the outcome … as well as who the final decision maker is … to say yes we're going to make the deal, … you're going to be able to better generate support … on your side of things to get a deal done. … Next, think through your must haves, … want to haves, and nice to haves. … By clearly laying out all of those positions … in multiple columns on a single page, … you'll have clarity throughout the negotiations … what you're trying to get … and what you're willing to concede. … It'll make you more successful … at each phase of the negotiation. … Next, lay out what's the desired outcome … and what happens if there's no deal? … You have to understand what your alternatives …
- 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.