Negotiation is not a cut and dry operation. The reason for this being, each negotiation is a distinct experience, with different results as it depends on many factors such as the subject matter, the commercials, the power and influence the parties wield, access to expertise and the personalities of the people involved. This playbook can be used as stand-alone for any type of negotiation. If you are negotiating contracts, you can use this playbook to get more focused results when you combine the general negotiation tactics described here and the clause specific policies as stated in the contract playbook.
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Sr. No. | Topic |
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1. | The Playbook at a Glance |
2. | Introduction - Why Create a Playbook
- The Target Audience/Who Needs It?
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3. | The Pre-Negotiation Preparation - The Preparatory Stage
- The 80/20 Rule for Identifying Issues
- Putting the Negotiation Framework in Place
- Craft an effective and comprehensive checklist
- The Secondary Checklist
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4. | The Negotiation Process - A Few Things to Remember
- The Negotiation Process
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5. | The Negotiation Framework - Get crystal clear on the entire process
- Understand and assess the other party
- Leverage the Power of the Agenda
- Be perceptive of the other parties impacting the deal
- The importance of prioritizing your issues
- Know your alternatives and bargaining zone
- Get a sense of the ground realities
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6. | Effective Negotiation Tactics - Tactical and Strategic Issues
- Building Rapport and People Specific Issues
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7. | Negotiation as an Equal with a Powerful Opponent - Leverage the Power of the BATNA
- Knowing their "Why"
- Exploit the weakness of your counterpart
- Preparation
- Exploit the people influence
- Don't advertise your concerns or internal dissent
- Avoid an adversarial negotiation style
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8. | Recognize when a Deal is No-Deal - You have over-stepped the limits set for the reserve price
- Letting emotions run the show
- You are at an impasse
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9. | Wrap-up and Closing the Discussion |
10. | Implementing the Playbook - How to use it
- Training
- Keep it fluid
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