From the course: Strategic Negotiation
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Understanding players and positions in negotiation
From the course: Strategic Negotiation
Understanding players and positions in negotiation
- Having a good knowledge of the players and the positions they are going to take in any negotiation is going to set you up for success. There are four things you should consider about your opponent. First, who's involved in the negotiation and who ultimately makes the deal? By looking at all the parties who are going to have a say, you'll have a better understanding of what they want and what's important to them. Second, what are the must haves, the want to haves and the nice to haves? If you can list out all the things the other party wants to get out of the deal and understand what's most important to them and what's least important, it can inform your ultimate negotiating strategy. Third, what's your desired outcome from their perspective, and what happens if there's no deal? The other party has goals. You have to lay out what you think those goals are, and also understand if a deal goes away, how are they going…
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