By following these 4 steps from negotiations training experts you will be doing more than most people ever do to control a negotiation.
1. Determine your position. What will you ask for specifically? Be careful not to over ask, you'll look like you are trying to take advantage of the other side and that may destroy truth and future relationship. Your position is the ideal solution from your point of view for resolution of the issue. This is where you begin the negotiations.
2. Identify your needs and currencies from negotiations training. Currencies are what you will exchange with the other side and what they will offer you.
Your needs answer the questions, Why am I involved in this negotiation? What will this do for me? Are there other ways I can get my needs met? Are there other people I can negotiate with that can help me meet my needs? Try to have a plan "B" if things don't work out well in the meeting.
Currencies are your negotiables. What do you have that will satisfy the other party's needs?
Currencies can take the form of resources, money, time, data, connects, help, etc.
3. Anticipate the other party's needs and currencies. Your negotiations training should help you determine what the other party needs. Why are they negotiating with you? The more ways you can determine that the other side needs you, the more power you will have in the negotiation.
What do they have to exchange, that would satisfy your needs? Think about all that they might do for you, be creative as you learned in negotiations training.
4. Know how to react, don't let yourself show surprise. Always show interest in the other opening position even if it seems outrageous. They may be totally sincere and you want to maintain mutual respect as you practiced in negotiations training..
When someone presents you with a position, what they are asking for in the beginning of the negotiation, always consider: What does this do for them? Ask, why? And, explore what they want completely. Get as much information about their thinking and reasoning as possible. This will help you to build a good agreement later in the negotiation as you learned in negotiations training..
By asking questions, you are also uncovering real needs. Sometimes the other side does not even know their real needs and this line of questioning will help uncover other possibilities that might be easier for you to offer them.
Never argue positions; this will just serve to make the other side more defensive and help move the talks away from the real issues into an argument. Arguing is not negotiation, it is debating.
Instead use more questions to have them justify their position: What leads you to ask for this? What does this do for you if you get it?
Apply the same questions to your position; make sure you understand your own real needs and interests. This will help you to recognize a good deal when it is presented to you.
TIP: The critical distinguishing factor that sets apart successful negotiators from others is the amount of time and thought that is spent in planning.