How to Prepare for any Negotiation Session - Dispute Resolution Journal - Vol. 61, No. 2
A solo practitioner, John Patrick Dolan is a criminal lawyer in California with 27 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 article is derived. When not practicing law, Mr. Dolan is a professional speaker, presenting keynote 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 firstname.lastname@example.org. His website, www.negotiatelikethepros.com, provides information about his many activities.
Originally from Dispute Resolution Journal
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.
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. Before entering the crossfire, use the following three inventory items to establish your position: