What It Takes To Identify Your Negotiation Partner's Goals And Interests

What It Takes To Identify Your Negotiation Partner’s Goals And Interests

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What It Takes To Identify Your Negotiation Partner's Goals And Interests
What It Takes To Identify Your Negotiation Partner’s Goals And Interests
It is highly recommended to find out how to actually avoid making more compromises than what you had in mind during a negotiation. I believe that properly evaluating your negotiation partner’s interests is the optimal way to do it. Basically, the more information you have, the more precise your evaluations can be. In other words, you can identify both their strengths and weaknesses. These are the elements that underline their position during the negotiation.

Collecting information and evaluating it

There are a lot of questions to ask yourself about your “opponent”. It sounds time consuming, but this is how you do your homework.

  • What is more important for your partner?
  • What kind man or woman do you have to confront?
  • What are their preferences and passions?
  • What are their problems?
  • What is their position during the negotiation?
  • What kind of solutions have been adopted so far?
  • What type of solutions do they normally prefer?
  • How do they react to your proposals?
  • What kind of objections do they usually come up with?
  • What kind of objections should you expect?
  • What is your knowledge regarding your partner?
  • What do they know about you?
  • What do they think about you?
  • What was their behaviour like during other negotiations?
  • What are the main characteristics of their negotiation style?
  • How do they make decisions?
  • What is their evolution?
  • How decent and trustworthy are they?
  • How generous and correct are they?
  • How strong are they?
  • Are they discreet?
  • What is their future like?
  • What is the rapport of forces between you two?
  • What is their influence within their company?
  • What are their relationships with managers or colleagues?
  • What kind of competences do they have?
  • Who do they depend on?
  • What are these individuals’ aptitudes?
  • What is their connection with the competition?
  • What results are they trying to get?
  • What are the minimum results they should hunt?
  • What do they have to avoid?
  • What is more important to them?
  • What are they normally interested in?
  • What do they know?
  • What do they find to be positive?
  • What bothers them?
  • What are they afraid of?

It looks like a lot of research, hence the necessity to take your time. Put all these details in a list and analyse them thoroughly. The answers you give yourself should lead to a series of other vital details.

  • Their market position and situation
  • The personal capacity and its utilisation grade
  • Financial situation
  • Customer situation
  • The situation of their competition
  • Past experiences
  • Previous contracts
  • Informational exchange

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