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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Gaining Alignment on Key Issues

In both planning and execution, team alignment on the previous four areas is crucial. Here are some considerations in each area:

Negotiation Goals and Objectives

  • What are the objectives and desired outcomes for the team in this negotiation?

    - Business

    - Personal

  • What are the key issues to be negotiated?

  • What is our settlement range for each issue?

    - Opening position?

    - Desired settlement point?

    - Walk-away point?

Team Roles and Responsibilities

  • Who will be involved in planning? Executing? Both?

  • Who is the leader of the team?

  • Who is designated as content expert?

  • Who will run the negotiation session?

  • Who has veto power? Or final authority?

Procedures and Methods

  • Who will manage each stage of the negotiation?

  • Who talks to the other side?

  • What are the basic ground rules for the team?

  • Based on the tactical orientation, how will the team approach this negotiation? Win-win? Adversarial? Neutral?

  • What are the signals for caucusing? Taking a break? Moving to a new issue?

  • What are the value and order of currencies and concessions?

  • What are the nonnegotiables? Deal breakers?

  • What is the form for the final agreement?

  • Who and how will we manage implementation? Pitfalls? Missed items?

Relationships and Negotiating Styles

  • What are the negotiating styles on our team? Theirs?

  • Are there any personal issues within our team? With anyone on their team?

  • How can we reconcile or manage these differences before the negotiation?

Even though there are many issues to settle within the team before ...

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