A roadmap to a win-win agreement

H. Stanley Judd wrote:

“A good plan is like a road map: it shows the final destination and usually the best way to get there.”

An effective negotiation is one that results in a win-win agreement. The agreement is your destination, and to get there, you follow a plan, or a “roadmap,” that is, a set of strategies and tactics that are designed to get you to the best possible outcome.

There are four main steps to take before entering ANY negotiation:

Step 1: Define goals and objectives

Step 2: Research and educate yourself about the market, the competition and the other party

Step 3: Define strategies

Step 4: Define tactics

We have discussed many of these strategies and tactics here on Negotiation Space. To gain deeper understanding we recommend reading Dr. Chester L. Karrass’ books. If you are interested in a practical learning, you can find an Effective Negotiation seminar near you.

Geoffrey James provides “Five Rules for Reaching a Win-Win Agreement” in an article on BNet.com. His rules, which he geared toward salespeople, are the following:

Focus on the problem at hand rather than the people. The goal here is to preserve relationships with the other party.
Seek to understand the reasons behind any bargaining position (also, look for hidden agenda and personal motivators).
Brainstorm alternative agreements and options
Use objective criteria
Know what your best alternatives to the initial negotiation objectives are.

What is on your roadmap for a successful negotiation? Please share in the comments.

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.

CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.

BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.

CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.

SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.

PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.

SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.

INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.

VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.

PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.

CONTRACTS MANAGER at HEWLETT-PACKARD

Negotiating Tips, Negotiation Strategies February 10, 2011A roadmap to a win-win agreement

Negotiating Tips, Negotiation Strategies February 10, 2011
A roadmap to a win-win agreement