Preparation is the secret weapon in negotiations. Time and again I see negotiators skimping on essential preparation work and as a direct result failing to achieve their objectives in a negotiation. This chapter takes you through your preparation process:
- Frame the negotiation: Understand the context in which you are negotiating.
- Research: Given that knowledge is power, you need to seek out all relevant information.
- Set your strategy: Before you meet face to face there are many aspects of your strategy that can be prepared … although this must not be set in stone because you always need to retain your flexibility in negotiations.