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Prepare for the Negotiation in Advance

In: The Hidden Rules of Successful Negotiation and Communication

Author

Listed:
  • Marc O. Opresnik

    (Luebeck University of Applied Sciences)

Abstract

1. Preparation in negotiations is the most essential ingredient. 2. The model of SMART goals supports negotiators effectively by formulating clear, realistic and ambitious objectives. Make sure that your goals are always SMART: specific, measurable, ambitious, realistic and time-bound. 3. For each negotiation define three different targets: Your best results (Nice-to-have, ideal goal), your realistic result (Want-to-have, core target) and your stop line (must-have, retreat destination). 4. In negotiations always disconnect the person from the matter in hand. 5. Gather as much information as early as possible about your negotiating partner, the company and the decision-makers involved. 6. Analyze and consider the motives and interests behind the positions of your negotiating partner. 7. Invest enough time to create an ideal atmosphere by preparing the main setting, in order to positively influence the process of the session.

Suggested Citation

  • Marc O. Opresnik, 2014. "Prepare for the Negotiation in Advance," Management for Professionals, in: The Hidden Rules of Successful Negotiation and Communication, edition 127, chapter 2, pages 13-31, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-319-06194-8_2
    DOI: 10.1007/978-3-319-06194-8_2
    as

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