 Prepare for the Negotiation in AdvanceMarc O. Opresnik
Chapter 2 in The Hidden Rules of Successful Negotiation and Communication, 2014, pp 13-31 from Springer Abstract: Abstract 1. Preparation in negotiations is the most essential ingredient. 2. The model of SMART goals supports negotiators effectively by formulating clear, realistic and ambitious objectives. Make sure that your goals are always SMART: specific, measurable, ambitious, realistic and time-bound. 3. For each negotiation define three different targets: Your best results (Nice-to-have, ideal goal), your realistic result (Want-to-have, core target) and your stop line (must-have, retreat destination). 4. In negotiations always disconnect the person from the matter in hand. 5. Gather as much information as early as possible about your negotiating partner, the company and the decision-makers involved. 6. Analyze and consider the motives and interests behind the positions of your negotiating partner. 7. Invest enough time to create an ideal atmosphere by preparing the main setting, in order to positively influence the process of the session. Keywords: Stakeholder Management; Target Category; Ideal Goal; Adequate Preparation; Stop Line (search for similar items in EconPapers) There are no downloads for this item, see the EconPapers FAQ for hints about obtaining it. Related works: Export reference: BibTeX RIS (EndNote, ProCite, RefMan) HTML/Text Persistent link: https://EconPapers.repec.org/RePEc:spr:mgmchp:978-3-319-06194-8_2 Ordering information: This item can be ordered from DOI: 10.1007/978-3-319-06194-8_2 Access Statistics for this chapter More chapters in Management for Professionals from Springer |
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