The document outlines the key steps and considerations for strategic negotiation. It discusses (1) assessing the situation by understanding relationships, goals, and fairness; (2) gathering data on other parties, positions, and deal structures; and (3) making the deal by defining goals, sequencing discussions, and using appropriate negotiation techniques. It also emphasizes measuring the negotiation's progress, adjusting the approach as needed, and considering future deals. The overall aim is to avoid pitfalls and follow the right strategy to negotiate successfully.

1. Strategic Negotiation
By: Aric Smoker

2. Assess the Situation-
Defining the Context
 Find out the main components of the negotiation such as who the decision
maker is, what goals you have, what are the possible outcomes and what do
you have to do to close the negotiation.

3. Assess the Situation-
Understanding Relationships
 Understand what kind of relationship you are in with your fellow negotiator,
and how your relationship with them will affect you long term.

4. Assess the Situation-
Choosing a Style
 The importance of the relationship and the importance of the outcome
influence what kind of style you use, and how you approach the negotiation.

5. Assess the Situation-
Considering Emotions and Fairness
 Fairness and emotion impact the willingness of people to negotiate and
require negotiators to always think about how people perceive things.

6. Gather Data-
Understanding Players and Positions
 It is exponentially important to be aware of who you are negotiating with,
and to learn as much about them and their position as you can.

7. Gather Data-
Understanding the Deal Structure
 Lay out the structure of the negotiating by considering the objective criteria,
the financial criteria, the barriers to the deal and how you can make it a
better deal for both parties.

8. Gather Data-
Anchoring the Deal
 Setting an anchor can help to determine your acceptable agreement, or it
may sour the deal if it is not correct or reasonable.

9. Make a Deal-
Defining Your Goals
 Consider your must haves, things that you don’t need, and who is going to
make the decision and who this decision is going to affect.

10. Make a Deal-
Sequencing the Deal
 It is important to know what order you want to say things because certain
information, if not revealed at the right time, can change the negotiation.

11. Make a Deal-
Negotiating Techniques
 Different techniques can be successful in different situations, thus making it
necessary to know what kind of technique applies to what type of situation.

12. Measure and Adjust-
Assessing What Happened
 Keep track of major points that are discussed during a negotiation, and keep
these in mind as the negotiation progresses towards a solution.

13. Measure and Adjust-
Changing Your Approach
 Be aware of where the negotiation is headed, and change your tactics
appropriately to match your opposing negotiator.

14. Measure and Adjust-
Set Up Future Deals
 It is important to keep in mind how the current negotiation will affect future
negotiations in the case of a multi-deal relationship.

15. Conclusion
 Avoid major pitfalls and stick to the appropriate strategy in order to be a
successful strategic negotiator.