I hope you subscribe and support this project. (Right now there’s a special discount for “early adopters” who are on board by February 21.) I also hope you’ll let people in your network know about what we’re building. Many thanks!
Your pre-flight checklist
Preparation is essential for negotiation success. Everyone knows that. And it’s true whether it’s some sort of mega-deal you’re crafting or it’s simply finding someone to paint your house. Preparation includes having an up-to-date sense of the market you’re in, and reading the small print of proposals before you get to the bargaining table. It’s also learning about who it is that you’ll be negotiating with—their style, trustworthiness, and the scope of their authority.
But that’s not enough. Just like pro athletes and performers on stage, to get the best outcome, you need to be at your best yourself.
Over the next three weeks you’ll have the chance to craft your own personalized six-step emotional readiness routine. Along the way you’ll get to see and learn from what other subscribers are planning.
You might ask, why not do the whole thing in one sitting?
Simple answer. Each pair of questions is important in its own right. I’m eager to see and comment on what you’re discussing as you move the process. Going step by will let me share good ideas I’ve heard from my MBA and executive students. Answering the two questions will take you a minute or two at most.
I encourage you to keep notes as you go—on paper or on your computer—so you can fit the pieces together when you’re done. By the way, if you haven’t had a chance to read the Negotiation Phobia article that went up just now, check that out either before or after responding here.
Question 1: What do you want to feel going into a negotiation?
Question 2: Why do you want to feel that?
Looking forward to seeing how people’s choices and reasons differ. Jump in and have fun!
I want to feel excited about the possibility of an agreement and calm of any outcome during the process of negotiation. I want to feel like that, because only when I am calm I become curious enough to inquire about the counterpart´s interests, and find key facts previously unknown.
When getting into a negotiation I would like to feel active and fresh. The reason for the same is that it gives me the comfort that I will be able to improvise during the negotiation. Even if my bargaining power is low.
I want to feel excited about the possibility of an agreement and calm of any outcome during the process of negotiation. I want to feel like that, because only when I am calm I become curious enough to inquire about the counterpart´s interests, and find key facts previously unknown.
When getting into a negotiation I would like to feel active and fresh. The reason for the same is that it gives me the comfort that I will be able to improvise during the negotiation. Even if my bargaining power is low.