Business Negotiation June 5, 2013

The Quick Planning Kit

Even when the stakes are high, people go into negotiation playing it by ear. Instead of doing the most rudimentary planning, they just hope for the best. The trouble is that the “best” does not happen unless you work and prepare for it. Most people know that preparation is important, but they still don’t do it. Can something be done to help them plan better? I believe so. It’s easy to advise someone going into an important negotiation to do their homework before the talks start. But the trouble with “Do your homework” as a guide to action is that it begs the harder question: “What’s the assignment. If we know what is to be done, we have a better chance of doing it well. In the give and take of bargaining there are occasions when you don’t have time to plan. It shouldn’t be that way, but it is. Here are thirteen tips that will help when time is short.

  1. Before talks begin, write down your wants in order of priority. Distinguish between “must have” and “would like to have” wants.
  2. Figure out what your opening offer and target will be on each issue to be discussed.
  3. Determine what you will say after the other party says “no” to your opening offer. Remember, they are sure to say “no.”
  4. Make a list of things you will ask for in return if you have to make concessions later.
  5. Choose the best time and place to meet.
  6. Write down a few ways to make a win-win deal.
  7. Build in a “lack of authority” and a “time to think” defense. This will help avoid being pushed into a premature “yes” decision.
  8. Bring an associate who can help you listen better, ask good questions and say the right things.
  9. Ask yourself, “What are some limits to their power?”
  10. How will you support your position? What kind of backup should you bring along that will help persuade the other party to move in your direction?
  11. Ask yourself, “What do they want that’s under the ‘iceberg’?” – things they want but can’t ask for, such as looking competent to other or having less work to do.
  12. What is our second choice if these talks break down?
  13. Is there something you should ask for now that you’ll wish you had asked for after the deal is closed? Examples would be training, return privileges, a larger order, or free delivery.

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
Contact US
[email protected][email protected]+1 323 866-3800
SEMINARS
About Us
AboutDR. CHESTER KARRASSGARY KARRASSFAQGLOSSARYPRIVACY POLICYBLOG
QUICK LINKS