Setting the Scene Through Research

There is a ‘fine line’ between research and spying. A collaborator favours the former and the tough negotiator the latter.

Let’s get started with a checklist of questions to which you must identify all the possible answers.

The Start of all Preparation

• What is this negotiation about?
• Who should be party to this negotiation?
• What would motivate each party to join the negotiation?
• What deadlines are there? If none, how can a deadline be agreed (i.e. negotiated) amongst all concerned?
• What are the main tangible needs and wants of each party (including your own)?
• What is known about prior negotiations by and with the negotiators and their organizations?

What to Research about the Other Parties

• Who (specific) will represent them?
• What are their (probable) authority levels?
• How can you build a rapport and trust with these individuals?
• What cultural issues might arise? How can/should you respond?
• What are their probable success criteria for the negotiation?
• What (do you think) will be their non-negotiables?
• What are all their possible tangible needs and wants – for themselves and those they represent?
• Prioritise those needs and wants – which do you think are most important to them? A simple approach is to give each a high, medium or low priority.
• Estimate how much you think it will cost you to provide each of these needs and wants?
• What are their emotional needs and wants? Think about both the negotiators themselves and those they represent. This should lead to:

What Negotiating Style are They Likely to Adopt?

• How might their emotions be responded to?
• What tactics might they deploy and how might you best respond?
• What would motivate them to make an agreement?
• How reasonable are their needs and wants?
• What will they do or what will happen if an agreement is not reached? This can give you a clear understanding of how powerful they might feel.

What to Prepare About Yourself

• Who (specifically) are you representing?
• What is your authority level?
• What are your success criteria for the negotiation?
• What will you not negotiate on?
• What are all your possible tangible needs and wants – for you and those you represent? Think big! Even if you know they cannot meet a need or want, do not discard it at this stage.
• Prioritise your needs and wants – which are of high, medium or low importance?
• Estimate how much you think it will cost the other parties to provide each of these needs and wants.
• What emotional needs and wants do you, and those you represent, have? Be totally honest in answering this question:

What Impact are These Emotions Likely to have on Your Behaviour, Attitude and Style?

• How might these emotions be responded to?
• What tactics are you going to use and how might they respond?
• What is your motivation – and that of those you represent – to make an agreement?
• How reasonable are all your needs and wants? (be honest!)
• What will you do or what will happen if an agreement is not reached?