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...
“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.
Sharing the 7 Biggest Negotiation Myths vs the 7 Most Interesting Negotiation Facts Negotiation is an integral part of both personal and professional life. Whether you are navigating a business deal or settling a dispute with a friend, the art of negotiation is a crucial skill...
Read MoreBest and Final Offer Tactics: What is it, How to Respond to it & When to Use the BAFO Strategy Yourself In negotiations, how you make requests and offers can shape the final result. The Best and Final Offer (BAFO) strategy is a powerful tactic that can work in your favor, making both parties happy with the final agreement...
Read MoreBogey, a term seemingly simple yet widely versatile, finds its place not just on golf courses and military radars but also within the strategic frameworks of high-stakes negotiations. This article unravels the layers of this multifaceted term, revealing its significance in the world of golf, the complexities of military operations, and as an artful skill of negotiation strategies taught in the KARRASS Effective Negotiating® Seminar...
Read More