HBR Guide to Negotiating (HBR Guide Series)

Section 1

Before You Get in the Room

The best negotiator is the most prepared one.

Preparation is the key to any successful negotiation, but few people spend enough time on it. I’ve had sales leaders tell me that they prepare in accordance with how long it takes to get to their customer’s office. That’s fine if your meeting is in Tokyo and you live in Manhattan. But it’s abysmal if you’re meeting the customer in Brooklyn.

Prepare as far in advance of the negotiation as possible. Take time to:

• Question your assumptions about the negotiation
• Think through what you want from the negotiation and why—and what the other party wants and why
• Get creative about your options
• Consider objective standards to apply to your options
• Assess your best alternative ...