Negotiation Preparation Strategies
The author of the article "Control the Negotiation Before it Begins" asserts that four strategies set
the stage for a successful negotiation:
Frame the negotiation
Framing the negotiation in a way that is favorable to your organization is important for several reasons. First, it helps to set the tone for the negotiation and create a positive atmosphere. Second, it can help to shift the balance of power in your favor. For example, if you can frame the
negotiation as a partnership, it will be more difficult for the other party to take a hard-line approach (Lewicki et al., 2015). Third, framing the negotiation can help you to focus on your goals and priorities. If you have a clear understanding of what you want to achieve, you will be better able to negotiate effectively.
Anchor the discussion
Anchoring the discussion by making the first offer can give you a significant advantage in the negotiation. This is because the first offer often serves as a reference point for the rest of the negotiation. If you can make a first offer that is favorable to your organization, it will be more difficult for the other party to negotiate their way down to a lower price. However, it is important
to be realistic when making your first offer (Lewicki et al., 2015). If you make an offer that is too
high, the other party is likely to walk away from the negotiation. It is also important to be flexible and willing to negotiate.
Understand your BATNA
Understanding your BATNA is essential for a successful negotiation. Your BATNA is the best alternative to a negotiated agreement. It is what you will do if you are unable to reach an agreement with the other party. Having a strong BATNA gives you more confidence and leverage in the negotiation (Lewicki et al., 2015). It also helps you to avoid making bad deals. If you know that you have a good alternative, you are less likely to settle for an agreement that is not in your best interests.
Build rapport
Building rapport with the other party is essential for a successful negotiation. This means getting to know them, understanding their needs, and establishing trust. When you have rapport with the other party, they are more likely to be open and honest with you (Lewicki et al., 2015). They are also more likely to be willing to work with you to reach an agreement that is mutually beneficial.
Why these strategies increase the chances of creating a more productive interaction and achieving a more profitable outcome
