3 Ways to Keep Your Next Negotiation on Track

October 14, 2014 3 Ways to Keep Your Next Negotiation on Track We waste too much time and emotion during negotiations. We argue about items that don’t really matter and let our feelings override our logic. If you want to move a negotiation forward and advance to where you want to be: Understand the common goal. You both should articulate your goals and interests in writing and share them to ensure clarity and alignment. Be transparent and explain the why of your points. It’s surprising how seldom people explain why they’re fighting for something. The other side likely doesn’t know why you’re asking for a term or condition. If something is going to impact you personally, think about disclosing it – the other party may understand. Calculate what’s actually important. Figure out how material each point is. Then determine what’s really worth fighting for in the bigger picture – and what you might be able to use as leverage. Adapted from “ Keep Time and Emotion from Killing a Negotiation” by Anthony K. Tjan.