TOP 5 TIPS FOR NEGOTIATION PREPARATION 

 

1. Make sure you set aside time to prepare.

Even if it is only 10 minutes between receiving a phone call and having to return it, some preparation is better than none.

2. Think about an agenda for the negotiation.

What are the issues on the table? It may be valuable to set the agenda prior to the meeting commencing so that both sides can prepare effectively.

3. If you are about to negotiate on a set piece issue, think about taking a team along with you.

The team should be prepared effectively and have set roles. A well drilled team creates an advantage when the meeting begins.

4. Practice your response.

In your team think about how you will respond to the various 'plays' that the other side might make.  Spend time developing 'what if' responses to how the other side may play their agenda.

5. Test any contentious issues with stakeholders.

Make sure you have the authority and backing to take any tough decisions you may need to take.

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Dealing With A Complaint

While browsing the news recently, an article about a disgruntled airline passenger caught my attention-mainly for its quirky headline. But I kept reading as I noticed that some aspects in the process of dealing with the upset customer could have been avoided, instead of leading to worldwide headlines of, “Woman says she flushed an ‘emotional support hamster’ down the toilet on advice from Spirit Airlines”. The airline denied this advice was ever given.

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