Author Box
Articles Categories
All Categories
Articles Resources

Plan Your Next Negotiation, Negotiate Your Plan, Be Successful

January 26, 2012 | Comments: 0 | Views: 146

When I'm working with negotiators who are trying to become better, they always ask me what the secret to moving to the next level is. For years I always told them that there was no "silver bullet" that would allow them to make the jump. It was just going to take a lot of hard work.

Lately I've decided that I've been wrong. It turns out that there is one thing that any negotiator can do that will allow him or her to move up to the next level. This secret turns out to be something that all of us should be doing anyway. In fact I think that it should really be part of the negotiation definition: planning the negotiation.

Negotiating Is Dynamic, Why Bother To Plan?

Nobody could possibly object to the idea of creating a plan to guide your actions during a negotiating session, right? If this is what you think, then you'd be wrong. I get a lot of push back from my clients when I suggest this.

What they tell me is that they view negotiations as being a dynamic thing. They don't think that a plan will do them any good - it will quickly become useless and so why waste the time creating one in the first place?

I have a saying that I share with my clients when they say this: plan your work, work your plan, and it will all work out. Yes, a lot of things that you can't possibly anticipate may happen during a negotiation process. However, by having a plan you'll know where you want to go during the negotiations and you'll know how you want to get there.

The Best Way To Develop A Negotiating Plan That Will Work

If I've been able to convince you that having a plan for your next negotiation is the way to go, then perhaps your next question will be how can you get better at creating plans for negotiating?It turns out that this is actually pretty easy to do.

The first thing that you'll want to do is to do some role-playing. Because of the dynamic nature of negotiating, you'll never be able to know exactly how the other side is going to react to your proposals. If you can get someone to play the role of the other side of the table, then when you make your proposals you just might be surprised by their reaction. This is a good thing - you can update your plan to take this kind of reaction into account.

Additionally, during the actual negotiations you will want to make sure that you and your team have enough time to make sure that you are staying on plan. This means that you should plan on taking frequent caucus breaks. Only by re-synching with your team will you be able to get your side of the table back onto your plan if things have goon awry.

What All Of This Means For You

All of us want to become better negotiators. We spend a lot of time researching new negotiation styles and negotiating techniques; however, it turns out that one of the most powerful ways to become better has been under our noses all along: practice planning. It's so simple that we've overlooked it for too long.

Sometimes a negotiation seems to be too dynamic. I mean how could you ever hope to plan for something that changes that much? However, it turns out that by having a plan, you'll always know where you want to go and how you'll get there.

In order to make sure that your plan will work for you, you can take the extra step and do some role-playing before the actual negotiations start. By doing this you can adjust your plan so that it accounts for the actions that you believe that the other side may take.

Having a plan gives you something that every negotiator needs before a principled negotiation starts: self-confidence. If you know what you want and how you're going to get it, then there's a much better chance that what you've negotiated is going to end up producing a good deal for both sides.

Dr. Jim Anderson

Your Source For Real World Negotiating Skills™

Dr. Jim Anderson has spent over 20 successful years negotiating sales of all sizes. Dr. Anderson offers you his insights on how to develop your negotiating skills so that you can approach sales negotiations with more confidence that you'll be able close more deals and close them faster!

Oh, and if you want to follow Dr. Anderson on Twitter, he can be found at:

Source: EzineArticles
Was this Helpful ?

Rate this Article

Article Tags:









Know How You Want To Get There


Know Where You Want To Go

In India, employment opportunities are set to grow by a good margin in the coming year, a phase which was started in the turn of the second decade of the 21st century. organisation, candidates with

By: Sarkariexam l Business > Careers Employment l April 01, 2013 lViews: 11708

Sometimes it is amazing to see that certain jobs can precipitate huge turnouts in the recruitment drives. It is as if thousands of people were waiting for the vacancy advertisements and the moment

By: Sarkariexam l Business > Careers Employment l December 30, 2012 lViews: 690

In recent times, jobs in healthcare segments have grown tremendously. It is anticipated that this growth curve will continue for the times to come. Various factors are responsible for this

By: Sarkariexam l Business > Career Advice l December 27, 2012 lViews: 448

Are you in a dilemma whether to choose web based CRM or not? If yes, don’t worry. You aren’t the sole person having this doubt.There are numerous firms trying to make out whether investing in a

By: Reneta Vasileva l Business > Customer Service l December 23, 2012 lViews: 409

If you think about it you will realize the fact that each business has its own set of risks that are involved in it.The trade secrets that you have and the information related to the business is what

By: brumbrum1 l Business > Risk Management l December 23, 2012 lViews: 263

As the time is changing, concierge management services are now growing despite the slowing economies of the world. The main reason of it is the need that is highly specific to the people who like to

By: willsmith10 l Business > Management l December 23, 2012 lViews: 334

Having successfully negotiated many hundreds of contracts over more than the last three decades, I have often observed numerous negotiating techniques and philosophies. Perhaps the poorest model has

By: mml Business > Negotiationl April 27, 2012 lViews: 233

Peter F. Drucker, the author's former professor and world renowned management sage urged executives to "Know Thy Time," as an essential first step in becoming more effective. Good idea, but we can't

By: Dr. Gary S. Goodmanl Business > Negotiationl April 25, 2012 lViews: 165

Many people think they know how to negotiate. However, in a large percentage of cases, these individuals end up being ill-prepared, rarely achieving anywhere near optimum results. This is especially

By: mml Business > Negotiationl April 24, 2012 lViews: 183

By now, we've all heard of Groupon, LivingSocial, Google Offers and Yelp Local Deals. In fact, to date there are roughly 521 daily deal websites in the United States alone. We'll explain how to use

By: Jason M Murphyl Business > Negotiationl April 21, 2012 lViews: 199

Threats are yet another one of the negotiation styles and negotiating techniques that we can use. It turns out that that big stick has some consequences that you need to be aware of.

By: Dr. Jim Andersonl Business > Negotiationl April 20, 2012 lViews: 163

In my over thirty years of planning many hundreds of events, conferences and conventions, I have discovered, often the hard way, many of the pitfalls and potential pitfalls involved in successfully

By: mml Business > Negotiationl April 16, 2012 lViews: 177

Pity the poor CIOs who gets the idea that what his IT department needs to do this year is to implement a process improvement project. It's not that these types of projects are a bad thing to do, it's

By: Dr. Jim Andersonl Business > Managementl April 25, 2012 lViews: 177

This giving a speech thing is hard to do! Think of all of the various things that you need to do at the same time: remember the words that you want to say, keep eye contact with your audience, keep

By: Dr. Jim Andersonl Writing & Speaking > Public Speakingl April 24, 2012 lViews: 156

Threats are yet another one of the negotiation styles and negotiating techniques that we can use. It turns out that that big stick has some consequences that you need to be aware of.

By: Dr. Jim Andersonl Business > Negotiationl April 20, 2012 lViews: 163

The one management task that most IT managers fear the most is the process of creating a new budget for their team. One of the reasons that I believe that this critical task is feared so much is

By: Dr. Jim Andersonl Business > Managementl April 19, 2012 lViews: 179

Let's pretend for just a moment that you were a public speaker who lived back in Shakespeare's time (1564 - 1616). Forget all of those presentation tips that you've learned because all of your

By: Dr. Jim Andersonl Writing & Speaking > Public Speakingl April 17, 2012 lViews: 132

Intimidation can take on many forms during the course of a sales negotiation. One of the forms of intimidation that we are all very familiar with is when the other side of the table starts to raise

By: Dr. Jim Andersonl Business > Negotiationl April 13, 2012 lViews: 156