Originally from:
AAA Handbook on Mediation - 2nd Edition - Electronic
AAA Handbook on Mediation - 2nd Edition - Hardcover
CHAPTER 16
HOW TO PREPARE FOR ANY
NEGOTIATION SESSION
John Patrick Dolan*
I. Introduction
If you think successful businesspeople “wing it” when it comes to
negotiation, think again. In truth, they prepare for every negotiation with
the same rigor as a student preparing for an upcoming exam. Smart
people realize effective negotiation depends on preparation. They take
time to think through their own position and that of their counterpart so
they can ultimately handle anything that may arise during the bargaining
process.
II. Establishing your Position
To become an effective negotiator, whether you are a marketing
professional or an attorney, you must understand the power of
preparation. The first step is to solidify your position. Start by answering
the following question: “Where do I stand?” In other words, what is your
position in the negotiation process?
Knowing your position means more than saying to yourself, “I want
this,” or, “I want that.” In most cases, your position will encompass more
components than just the issue driving you to the bargaining table.
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