16 questions leaders should ask themselves when preparing for negotiations
16 questions leaders should ask themselves when preparing for negotiations
Negotiations are part of the functioning of every organization and are an integral part of our daily lives.
In negotiations, you gain a lot of advantage when you start to think about the motivation and values that stand behind the actions of the other party. When you try to “enter” into its mind and accept the right perspective, you begin to see the possibility of creating such an agreement that will allow you to meet your goals and at the same time provide the maximum benefit to the other side.
Effective negotiations require understanding the motivation of the partner. What questions need to be asked to understand the other side in negotiations, and what steps need to be taken to achieve the goals?
1. What are your minimum requirements? What is the least attractive result you are willing to accept, considering the existing alternatives (and taking into account the costs of establishing or not establishing an agreement)?
2. What is your goal (the best possible result)? Have you thought about whether you are aiming high enough? Never start negotiations unless you have asked yourself this question.
3. Estimate the minimum requirements of the opponent.
4. Try to determine the goal of the opponent; try to use his or her value system. Be sure to go beyond your way of seeing reality.
5. What are your sources of strength in the negotiations?
6. Is your argumentation good enough? With reference to every issue, make logical explanations that reinforce your argumentation. Try to predict which places are weakest and where there are obvious defects. Prepare rational explanations in favor of all elements and demands of your position.
7. What are the sources of your opponent’s strength?
8. Have you considered what arguments the other party will use? Prepare effective counterarguments.
9. What information will you recall from the early stages of the negotiations? What questions will you ask to clarify the needs of your opponent as well as its interests and goals?
10. What information will you decide to disclose, and how do you plan to disclose it? Remember, information disclosure is a strategic action.
11. Have you asked yourself how you want to avoid revealing sensitive information?
12. What strategy will you implement? Plan very carefully how you will make concessions. Disclose only the information that you have planned to disclose. Prepare detailed explanations for each concession made.
13. What is your prediction of the opponent’s strategy? What measures will you take?
14. Consider whether you are able to weaken the strengths of your partner and emphasize the weak ones.
15. Which negotiation techniques do you plan to use to accomplish your goals? Prepare to diversify your techniques and combine them to achieve the best results.
16. What is your forecast of the opponent’s negotiation techniques? How do you plan to react to them?
Take a look at our customized negotiation training and consulting services.
Welcome to Michal Chmielecki Consulting, your go-to destination for top-notch negotiation workshops and negotiation consulting services! At www.michalchmielecki.com, we pride ourselves in offering tailored solutions to help individuals and organizations achieve their negotiation goals.
Our negotiation trainings are designed to equip individuals with the necessary skills and techniques to excel in their negotiation endeavors. Whether you are a business professional, sales executive, lawyer, or any other professional involved in negotiations, our trainings can provide you with valuable insights and practical strategies to enhance your negotiation success.
In addition to our trainings, we offer specialized negotiation consulting services to assist individuals and organizations in achieving optimal negotiation outcomes. Our consulting services are designed to provide expert advice, guidance, and support throughout the negotiation process. Whether you are preparing for a complex business deal, seeking assistance in resolving disputes, or aiming to strengthen your negotiation strategies, our team of skilled consultants are here to help. By leveraging their extensive experience and insight, our consultants will work closely with you to develop customized negotiation plans, identify potential obstacles and opportunities, and provide actionable recommendations to maximize your negotiation success.
Contact Us
Fill out our contact form or reach out to us via phone or email, and our dedicated team will be delighted to assist you and discuss how we can meet your specific negotiation needs.