May 2007
Intermediate to advanced
232 pages
5h 4m
English
Content preview from Practical Negotiating: Tools, Tactics & Techniques
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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.
| Your Side | Other 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.
| Needs/Objectives | Your Side | Other Side |
|---|---|---|
| Business | ||
| Personal |
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I'm always learning. So when I got on to O'Reilly, I was like a kid in a candy store. There are playlists. There are answers. There's on-demand training. It's worth its weight in gold, in terms of what it allows me to do.