16 questions leaders should ask themselves when preparing for negotiations

16 questions leaders should ask themselves when preparing for negotiations

Negotiations are part of the functioning of every organization and are an integral part of our daily lives.

In negotiations, you gain a lot of advantage when you start to think about the motivation and values that stand behind the actions of the other party. When you try to “enter” into its mind and accept the right perspective, you begin to see the possibility of creating such an agreement that will allow you to meet your goals and at the same time provide the maximum benefit to the other side.

Effective negotiations require understanding the motivation of the partner. What questions need to be asked to understand the other side in negotiations, and what steps need to be taken to achieve the goals?

1. What are your minimum requirements? What is the least attractive result you are willing to accept, considering the existing alternatives (and taking into account the costs of establishing or not establishing an agreement)?

2. What is your goal (the best possible result)? Have you thought about whether you are aiming high enough? Never start negotiations unless you have asked yourself this question.

3. Estimate the minimum requirements of the opponent.

4. Try to determine the goal of the opponent; try to use his or her value system. Be sure to go beyond your way of seeing reality.

5. What are your sources of strength in the negotiations?

6. Is your argumentation good enough? With reference to every issue, make logical explanations that reinforce your argumentation. Try to predict which places are weakest and where there are obvious defects. Prepare rational explanations in favor of all elements and demands of your position.

7. What are the sources of your opponent’s strength?

8. Have you considered what arguments the other party will use? Prepare effective counterarguments.

9. What information will you recall from the early stages of the negotiations? What questions will you ask to clarify the needs of your opponent as well as its interests and goals?

10. What information will you decide to disclose, and how do you plan to disclose it? Remember, information disclosure is a strategic action.

11. Have you asked yourself how you want to avoid revealing sensitive information?

12. What strategy will you implement? Plan very carefully how you will make concessions. Disclose only the information that you have planned to disclose. Prepare detailed explanations for each concession made.

13. What is your prediction of the opponent’s strategy? What measures will you take?

14. Consider whether you are able to weaken the strengths of your partner and emphasize the weak ones.

15. Which negotiation techniques do you plan to use to accomplish your goals? Prepare to diversify your techniques and combine them to achieve the best results.

16. What is your forecast of the opponent’s negotiation techniques? How do you plan to react to them?

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