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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 [2].

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!