Last Updated: Dec 13, 2017
Want to improve your negotiation skills and learn how to start from a winning position? Here are seven ways you can ve yourself a head start in any negotiation.

If you want to start negotiations in a winning position, then you need to prepare like a tiger. That means you must pay attention to 7 crucial areas.

A negotiating situation exists when you are in any communication or problem-solving situation with others that can work out to your advantage. If there is no advantage to you, then n’t negotiate; you’ll only lose. As Sun Tzu, the author of “The Art of War”, s hundreds of years ago, “Engage only when it is in the interests of the state; cease when it is to its detriment. not move unless there are advantages to be won.”

Your overriding aim in any negotiation is to achieve the objectives you and your tituents have set. There are other aims, such as getting a good deal and improving your relationship with the other . But getting what you want is tops. Always keep this aim firmly in your hts and n’t stop until you get it.

Once you know you’re in a negotiating situation, you need to gather information about the other ’s offer and use it to refine your own. Many negotiations come unstuck simply because one or the other esn’t en, or check, or take the time to clarify exactly what the other are offering, or indeed what they themselves are offering. This means that throughout a negotiation you should tons of ening, clarifying and checking. And when it comes your turn to put over your case, you should use every skill you can muster to make sure they understand.

It is re to go into a negotiation only repreing yourself. Usually you negotiate as a repreative of others, your tituents. Part of your prepation for negotiations has to be spent getting the best mandate from your tituents. Aim to get the support you need; the trust you need; the resources you need; the understanding you need; and the freem you need.

A BATNA is your Best Alternative To a Negotiated Agreement and is the only certain way to be successful in negotiations. By preparing for negotiations with one party by ing out an alternative deal with another party, you get walkaway power. It means that, even if the alternative isn’t quite what you want, you are ll prepared to go there, if need be.

There are five queons to ask yourself when preparing the setting for a negotiation. They are: Who? (i.e. who is to take part and what?); Where? (i.e. our place or theirs?); When? (i.e. what is the time scale?); Why? (i.e. what are we negotiating about?); and How? (i.e. how are we to pre our case?).

The right attitude towards negotiations is the principal difference between successful and unsuccessful negotiators. Getting into the right fme of mind before you ben should be part of your prepation plan.

There is no guantee that good prepation will lead to success in negotiations. But the chances are that poor prepation will lead to failure. n’t take that risk. Pull out all the stops to get a head start and you won’t regret it.

Copyright Eric Garner,

Eric Garner is Manang Director of ManageTinLearn. He is a gduate of Cambridge University (England) and has years of experience as a manager, tiner, and learner. Visit to wnload free tining software and to n up for the free MTL newsletter, “The Resourceful Tiner”.


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