There are no doubts that a good preparation is crucial during a negotiation, so never even think about negotiating without doing your homework. If you do, the result obviously does not matter for you, so there is clearly no point in even showing up. While self confidence plays a very important role in the process, it is clearly not sufficient. Not preparing yourself upfront can endanger you. In other words, you might overlook your initial goal. Those who think that they are good negotiators also have the tendency to avoid researching their solutions upfront. They often wake up surprised in the middle of the discussion, but in a completely different position, which is far from what they have expected.
An intensive preparation of your discussion represents the base of a successful negotiation
It is not hard at all to be successful in your negotiation, especially if you underline your goals and the methods to achieve them. As a general rule of thumb, all your words and techniques must float around these personal objectives. Your initial position must be fairly evaluated in an objective manner, but do not forget about your partner either. Your action plan is supposed to be adapted to these positions. In my opinion, it is imperative to join every negotiation with the idea that your partner has already done their homework, so you have to be one step ahead.
The optimal preparation of a negotiation
What are the most helpful ideas to apply while preparing for a negotiation?
- Write down your goals and interests, then memorize them.
- Evaluate your partner’s goals and interests. Do they match yours?
- Decide on a negotiation strategy to rely on.
- Come up with an answer and explanation for every potential argument.
- Revise your objectives right before the negotiation begins.