How to Become a Better Negotiator, Second Edition

Understand Issues and Interests

The starting point of preparation is a thorough understanding of the issues and of the interests of all parties to the deal. Consider the example of a small company that plans to negotiate the purchase of a new office server and PC network. The manager in charge might prepare by drawing up a document like the one shown in Figure 7–1, based on his knowledge of the situation and whatever he can learn about the equipment vendor (e.g., through discussions with the vendor’s sales reps and so forth). There he identifies the issues that matter to his company, and those most likely to matter to the equipment vendor.

Figure 7-1. Issue and Interests

	Our Company	The Equipment Vendor
Issues	A system that meets IT needs for less ...