Negotiation Cheat Sheet
From Bargaining For Advantage (Shell 2006)
The Problem I need to negotiate with [whom?] to [solve what problem?]
Goals and Decision Makers
Best case, I’ll get __________________. But I’ll settle for ___________________. The decision makers are ____________. The “influencers” are _______________. (Should I negotiate with them first?)
Needs & Interests. Mine:
Leverage
Us: If there’s no deal, what do I lose? What steps or alternatives will abate these losses?
Theirs:
Them: If there’s no deal, what do they lose? Can I influence their alternatives to maker their status quo worse?
Which ones are shared? Unrelated?
“No plan survives contact with the enemy,” said Helmuth von Moltke. But you still have to have one.
Conflicting?
Big Picture: The leverage favors me? Them? About even? Who has the most to lose overall from “no deal”?
Possible Proposals
Build on shared interests? Bridge conflicting interests? Something else creative?
Standards & Norms Mine: Theirs:
My counter-arguments to theirs:
Third Party Moves
Use a third party as leverage? As an excuse? As an audience (e.g., shame)? Coalition partner?
Situation Strategy and Analysis
Situation as I see it is a: a. Transaction? b. Relationship? c. Balanced concerns? d. Tacit coordination? Situation as they see it is: a. Transaction? b. Relationship? c. Balanced concerns? d. Tacit coordination? Their expected strategy: a. Competitive? b. Problem solving? c. Compromise? d. Avoiding? e. Accommodating?
My basic style is:
So, in this situation, I need to be more:
Mode of Communication Agent Face-to-Face Teleconference
Telephone
E-mail
Instant messaging
Positioning. We’ll say our underlying purpose in this negotiation is ______________________.