Sunday 29 June 2008

PRE-NEGOTIATION TIPS – MEMORY JOGGERS 2

Once we analyse and decide where each party stands before a negotiation starts we should document each party’s goals, attitudes, limitations and the known or likely opening stance of each side… i.e. the current state of play.

This done, we need to develop a negotiation strategy by: -

Listing possible solutions for the ‘other side’, their repercussions for both parties and define possible areas of agreement plus the underlying mutual needs or common ground.

Preparing a list of fair operating procedures defining ‘how we deal with each other’ i.e. values, ethics, acceptable expertise and from whom, legal practices, standards etc.

Determining the impact of limitations, what ‘THEY’ may realistically be able to accept, deadlines, the power of the negotiating team to make decisions and any political situation. Try define their perspective on the negotiation i.e. what is their real problem and how do they view our position and attitude. List alternative actions that may provide some basis for continuation or a partial agreement or an, ‘if all else fails option’, (sometimes referred to as a lifeboat).

Planning ways to neutralise negatives or bias to the situation or negotiating parties such as, this customer is greedy, unionists are troublemakers or management is anti-worker that will hinder the process or willingness to listen.

Lastly we should practice, perhaps by role-playing both sides to find weaknesses in our arguments or approach.

TELLING RATHER THAN SELLING… CAN END UP IN YELLING!

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