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Practical Negotiating: Tools, Tactics & Techniques by Tom Gosselin

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Step 1: Determine Wants and Needs

Remember that identifying and satisfying the underlying needs of both parties represents the essence of the negotiation process (see Table 12.1). Can both parties’ needs be satisfied? Yes, if they both explore beneath the surface. Think of some questions you might ask to reveal the other side’s underlying needs. If you are not sure, review the material in Chapter 2.

Table 12.1. Wants and Needs
Your SideOther Side
What do you want?What do they want?
What would getting this (want) do for you?What would getting this (want) do for them?
Is this my need? If you’re not sure, ask the question again: What would getting this do for you?Is this their need? If you’re not sure, ask the question again: What would getting this do for them?

Create a Needs/Objectives Matrix

To fill in the boxes in Table 12.2, ask yourself: “What am I trying to accomplish in this negotiation?” and “What is the other side trying to accomplish?” The answers help identify your negotiation objectives, but don’t stop there. Distinguish business (or substantive) and personal objectives, by asking yourself, “What are my personal objectives? Theirs?” Remember the test: If you can substitute another person (on your side or theirs) and the need remains, then the need is business rather than personal. Review the list and circle the objectives that are most critical.

Table 12.2. Needs/Objectives Matrix
Needs/ObjectivesYour SideOther Side
Business  
Personal  

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