The Elements of Negotiation

ELEMENT 44Checklists

Any successful negotiator embraces the use of checklists. Compare this to a pilot, sitting in the flight deck, going through various checklists to make sure everything is working and nothing is forgotten. As a negotiator, you'll need to go through the same procedure, pre-negotiation, during negotiation, and post-negotiation.

The necessary checklists in most negotiations are the following:

• The dos and don'ts of negotiation
• Pre-negotiation checklist
• Post-negotiation evaluation

The Dos of Negotiation

• Make sure to prepare before a negotiation. Use the negotiation planner and checklists as tools and create an agenda before entering the negotiation room.
• If you work in a team, have a leader, listener/note taker/ and observer.
• Ask questions instead of arguing.
• Listen to what your counterpart is really saying.
• Know your starting point, threshold of pain, and target goal in a negotiation.
• Learn how to identify when a negotiation is occurring.
• Identify your negotiation strategy—zero-sum, partnership, or SMARTnership.
• List and value your variables.
• Try to expand the number of variables, preferably with your counterpart.
• Create and develop trust.
• Be sure to negotiate with a counterpart who has authority to sign a deal.
• Use breaks during negotiations.
• Summarize what you have discussed during negotiation.
• Identify the negotiation style of your counterpart.
• Use visual aids.

The Don'ts of Negotiation

• Negotiate price as the first or only variable.
• Use ultimatums. ...