Successful negotiators enter discussions with a clear plan to guide them towards their objectives. Here’s how to shape a winning negotiation strategy of your own.
What’s your negotiation strategy? Writing for Harvard Business Review, Jonathan Hughes and Danny Ertel argue that unless you can answer this question, you shouldn’t be entering a negotiation in the first place. Yet surprisingly few leaders begin talks armed with a strategy: “What we hear most often is, ‘It depends on what the other side does.’”
This style of negotiating is called BATNA – best alternative to a negotiated agreement. But in any complex or high stakes negotiation, a reactive strategy is a strategy that fails. Good outcomes require prior planning: