The most common problem with planning for negotiations is not that it is done badly, but that it is not done at all. Far too often we see that the most common strategy for negotiating is to turn up and hope. As it turns out, hope is a pretty terrible strategy.
One of the few steps we see in preparation is to work out our worst acceptable case and once we have our ‘walk-away’ then pretty much any result that is better than that is acceptable. We often have this idea that negotiating has one of two possible results, either we get a deal, or we don’t.
What basic steps can we take to give us the added advantage when we plan our negotiations?
Professor Deepak Malhotra is probably the foremost writer on this topic today and he has provided a great range of short videos that are definitely worth watching.
http://www.negotiatingtheimpossible.com/
If you want to get more from Bill, you can find his book here
https://www.amazon.com/Bootstrap-Selling-Sandler-Bill-Morrison
You can also buy it as an Audible book here:
https://www.amazon.com/Bootstrap-Selling-Sandler-Way Audible
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