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How To Prepare For Any Negotiation Session - Chapter 19 - AAA Handbook on Mediation - Third Edition

Author(s): 
John Patrick Dolan
Page Count: 
5 pages
Published: 
April, 2016
Practice Areas: 
Dispute Resolution & Litigation,
ADR,
Mediators,
Mediation
Author Detail: 

John Patrick Dolan is a Solo Practitioner and a Criminal Lawyer in California with over 30 years of court-room experience. He also appears on television as a legal news analyst. He has written numerous books, including Negotiate like the Pros, from which this chapter is derived. When not practicing law, Mr. Dolan is a professional speaker, presenting key¬note speeches and training programs for business and legal professionals. He is a member of the California State Bar and is admitted to practice in courts in numerous federal jurisdictions, including the U.S. Supreme Court. His offices can be reached at 1-888-830-2620, or by e-mail at negotiatelikethepros.jpd@gte.net. His website provides information about his many activities: www.negotiatelikethepros.com

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Description: 

Originally from:

AAA Handbook on Mediation - Third Edition

HOW TO PREPARE FOR ANY NEGOTIATION SESSION

John Patrick Dolan

I. Introduction

If you think successful businesspeople “wing it” when it comes to negotiation, think again. In truth, they prepare for every negotiation with the same rigor as a student preparing for an upcoming exam. Smart people realize effective negotiation depends on preparation. They take time to think through their own position and that of their counterpart so they can ultimately handle anything that may arise during the bargaining process.

II. Establishing your Position

To become an effective negotiator, whether you are a marketing professional or an attorney, you must understand the power of preparation. The first step is to solidify your position. Start by answering the following question: “Where do I stand?” In other words, what is your position in the negotiation process?

Knowing your position means more than saying to yourself, “I want this,” or, “I want that.” In most cases, your position will encompass more components than just the issue driving you to the bargaining table.