Negotiation 1/2: the two most important factors.
Thursday, March 27th, 2008The top two outstanding negotiation topics are mindset and planning. In seminars, I take a room full of people and have them negotiate widgets. Great practice on tactics, yes, but even more valuable is the lesson on mindset. After the activity, we process the results from the room: What price did you go in at? What price did you write down as your ultimate (the “I won’t go beyond this” price-point?) Then I ask the adversary the same questions.I plot these 5 pieces of data: seller’s opening and ultimate, buyer’s opening and ultimate — plus resulting agreement. It is quickly revealed that the more ambitious the mindset, the more successful the result.You may have to see it to believe it, but it’ll blow your mind.