Negotiating: The Top 10 Items on Your Checklist

AS YOU WILL APPRECIATE, Negotiating is a learned skill – it’s not something you’re simply born with. However, it doesn’t matter how good you become, you always need to enter EVERY negotiation – using a Checklist, which has stood the test of time.

To help you … here’s the Checklist I personally use for each encounter.

  1. Know what you want

    The clearer you are on your interests and goals, the better your chance of negotiation success increases.

  2. Know the other side

    Learn as much as you can about the people with whom you are going to be negotiating. And as best you can try to determine their negotiating style & negotiation skills – their background, hopes, fears, aspirations and interests. Little things may not seem much, but they could mean everything.

  3. Consider the timing and method of negotiations

    Alter the game to win-win problem solving … by negotiating skillfully using interests, not positions.

  4. Prepare point by point

    Negotiators who prepare will always outperform those that don’t.

  5. Offer benefits for accepting your offer

    You are much more likely to close the deal if you present the benefit … adopting the “What’s in it for them?” test.

  6. Frame your negotiation around two or three key points

    Keep it as basic as possible, by framing and re-framing – to keep things on track and reach agreements more efficiently.

  7. Know your Irreducible Position

    Your personal power comes from the ability to walk away if you are unable to reach an agreement. Effective negotiators not only know when to walk away; but also how to walk away leaving the relationship intact.

  8. Prepare options for mutual gain

    Be creative. Find unique ways for both sides to get their interests met: “What if we tried this?”

  9. Listening is your most powerful negotiation skill

    It will help you learn where your interests are shared with the other side, where they are in opposition, and get a win-win outcome.

  10. Use the power of the written word

    Always record your negotiated agreements in writing – because (even if it’s handwritten) this will help avoid any misinterpretations of what was actually agreed.

And if Negotiating is something you need to do every day as part of your job, you might care to consider joining my Negotiating Masterclass.

That way, you can help ensure you leave nothing on the table – when you embark on your next Negotiation.

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