Chapter 10 – Broker
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- When do you walk away? What happens if you do not reach an agreement?
- Try and consider what the other person's perspectives would be. This may tell you
the range in which you can negotiate. - Review your assumptions – you may be able to consider things outside of your
paradigm or box. - Information is a primary source of influence and power in negotiations; collect as
much as possible so that you can generate more alternatives. Be sure to check its
accuracy, as incorrect information reduces your credibility. If possible, share
information so that you get some in return. - Consider all the areas where there are disagreements, misunderstandings and bad
feelings. - Consider hidden or imaginary issues.
- Plan the order in which you will present this information during the negotiation.
What impact will they have in terms of making progress in the negotiations? You
may also want to categorise issues and information into the following three
dimensions:- major/minor
- difficult to settle/easy to settle
- long term/short term.
Activity
Work through the above questions next time you are preparing for a negotiation
with a colleague.