Techniques and things to consider during a negotiations

1. Strategic Negotiation
Conor Almoney

2. Assess the Situation-Defining the
context
 It is important to go in knowing who is making the decisions, what your own
goals are, the possible outcomes, and what other options may be available.

3. Assess the situation- Understanding
relationships
 Understand the nature both the current relationship with your negotiating
partner and how it could potentially be affected in the future.

4. Assess the situation- Choosing a style
 The method of negotiation used is most affected by the importance of your
relationship with your negotiating partner and the importance of the
outcome.

5. Assess the situation-Considering
emotions and fairness
 Negotiations aren’t based on pure logic, as it is important to have empathy
for the other person and try to be as fair as possible.

6. Gather Data- Understanding players and
positions
 Understanding the position and power of all the players involved is important
to knowing how to not overstep any boundaries.

7. Gather Data- Understanding the deal
structure
 Get an understanding of the structure of the deal by being aware of the
objective criteria, barriers, timing, and any additional idea that could make it
better for both parties.

8. Gather data- Anchoring the deal
 Have realistic starting offer because this will have a huge impact on the final
offer and whether or not an agreement can even be reached.

9. Make a deal- Defining your goals
 It is important to clearly distinguish what you absolutely must have from
things that would just be nice to have, as well as possible alternatives.

10. Make a deal-Sequencing the deal
 When laying out your negotiation strategy, know the proper order in which to
bring up particular elements that you’re gunning for.

11. Make a deal- Negotiating techniques
 Understanding the benefits and drawbacks of all negotiation techniques is
integral to understanding when to use them and what situations they will be
most helpful in.

12. Measure and adjust- Assessing what
happened
 Track particular negotiating points throughout and get an idea of what’s
working well and what isn’t.

13. Measure and adjust – Change your
approach
 It may be best to alter your approach entirely if there is a drastic change in
the direction of the negotiation, but weigh the risks and rewards before doing
so.

14. Measure and adjust- Set up future deals
 Understand that a current negotiation will have a major impact on all future
negotiations and try to use this to your advantage by enhancing your
relationship with your negotiation partner.

15. Conclusion-Avoiding common pitfalls
 Avoid improper anchors that will mess up the flow of the negotiation and
don’t burn bridges.

16. Conclusion-Next Steps
 Practice negotiation in your every day life or even consider a “ride along”
with a coworker that you know has excellent negotiation skills.