6Manage Negotiations with the“Backwards Mapping” Technique
Now you’re ready to begin handling the more advanced aspects of negotiation.
“Backwards mapping” is project management for negotiation. You think about the ultimate goal first, and then go backwards, step-by-step, to see what (and/or who) it takes to accomplish it. You need to ask yourself:
• What are the right issues and ways to introduce them?
• Who are the right parties (stakeholders) to include?
• When is the right time to approach each player, and should it be done publicly or privately?
• Why should I include them, and in what order should I invite them?
• Where is the culturally ideal setting in which to meet?
• Where do we go from here if a deal doesn’t happen?
The common ...
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