Topic 69
Negotiation: Create Space in Your Ideas
If you cannot create some space in your ideas for the other side's concerns, needs, and ideas, you will have a hard time finding the meeting place where a deal can be reached.
OVERVIEW
- See the issues and your ideas from the other side's perspective as you proceed.
- Frame options and solutions that work for both parties.
- Test out alternative responses through mock negotiations with your team.
- What will the other side want, need, be concerned with?
- What is reasonable and unreasonable about these positions?
- What risks are involved?
- What are reasonable responses to these positions, risks, and why?
- Emphasize that you are a risk manager, not a gambler. If the other side can help you see how to manage its risks, you are willing to listen and learn.
- Deals are like puzzles and require similar skills:
- Patience
- Innovative thinking
- Willingness to try and fail
- Inquisitiveness
