WHAT DO WE DO?
Goal? Yes, goal!
You would be surprised to know how often people do forget to clearly establish their goal or evenenter a negotiation without having one!
And when I say goal it is not only simple statements on the expected results but an agreed position on your side that will eventually satisfy all involved stakeholders .
A couple of days before you are having a negotiation, arrange a meeting with all stakeholders on your side and ask them the following very simple question:
- What is our goal?
- What do we want?
- What would make us leave the room happy?
- What is our measurement of success?
You will be surprised by the answers …
Those are the best questions to be raised to suddenly mute all noises going around a busy meeting room. Most of the time, you will end up facing people chasing flies on the ceiling or displaying a big question mark onto their face.
But a bit more seriously, it will be a very good occasion to structure your goal, make sure that you have an internal consensus,that people are aligned and avoid any surprises after the negotiation.
Having a common, understood, agreed and aligned goal is paramount to successful negotiations!