Business Negotiation January 12, 2015

The Quick Negotiation Preparation Checklist

  1. Identify the issues or differences you wish to resolve. Prioritize them. Identify the other’s interests and priorities.
  2. Which issues should we talk about? Which should be avoided—or maybe delayed to a later date?
  3. What is the best time and place to negotiate? Can this matter wait for a better time, place or hearing?
  4. List your sources of strength. What are their limits and constraints? You have more power than you think. Why?
  5. How will you open the negotiation and best support the position you take?
  6. Most negotiations are settled through compromise and concession. How should you do so? What concessions might you ask for in return for those you make?
  7. How will you and the other party document or otherwise assure that what both have agreed to will be accepted as a commitment to execute the terms of the agreement?
  8. The best way to reach a committed agreement is by jointly searching for and finding mutual gain solutions that resolve differences and problems. Write down some Both-Win ideas before entering the meeting.
  9. Consider asking an associate to play the role of a “Devil’s Advocate.” Let them defend the other person’s position and rebut your viewpoint and arguments.
  10. Cool the “hot potato.” The more difficult the issue, the more important it is to cool off before dealing with it. Don’t start with a chip on your shoulder or a hot potato in your hand. Wait. Wait.
  11. What relationship do you now have with the other person? Can something be done to improve that relationship before negotiating? After agreement?

The checklist above assures that you will ask yourself important questions even when time is short. It covers many of the salient points that in the end determine whether your negotiating session will go well. The value of the checklist is that, in the rush to negotiate, some of these points may well escape our attention and lead us to needless resistance or a failed agreement.

Many scoff at checklists, but research clearly indicates that those who make them make fewer mistakes and omissions.

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
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