Lesson notes, exercises, downloads, and recommended reading are below the video. On mobile, the video will rescale when you play it.

Preparation Stage of the Negotiation Process

A large part of the success of your negotiation will come from the preparation stage. This is where you think about the outcome you want from your negotiation.

And there is a lot to prepare. So, in this video I will take you through all the things you need to include in your negotiation preparation.

The Preparation Stage is the first step in the basic negotiation process.

Watching this video is worth 4 Management Courses CPD Points*.
(See below for more details)

This video is part of course module number 5.2.1
Program 5: Managerial Skillset
Course 2: Negotiation
Section 1: Basic Negotiation Process

Other videos about the Fundamental Model of Negotiation include:
. Fundamental Model of Negotiation – https://youtu.be/PKz4pDm1e90
. Preparation Stage – https://youtu.be/Adr9STSP2FI
. Opening Stage – https://youtu.be/TzVSihe5vmA
. Bargaining Stage – https://youtu.be/4mOK_Z6VbX0
. Negotiating Team Roles – https://youtu.be/UyLq0MsSvv0
. Closing Stage – https://youtu.be/mLXtLRPuTXE
. Negotiation Follow-up – https://youtu.be/ln5DTgcUg1c

After this set, look out for 5.2.2 – Key Concepts on Negotiation

The three key things to consider in your preparation, ahead of negotiating, are:
1. Goal: What you want to achieve
2. Objectives: Measures of success
– What?
– How much?
– Conditions?
3. What is your bottom-line, your walk-away limit?
BATNA = Best Alternative to a Negotiated Agreement

Scope for Negotiation
. Compare what you want with what you believe they want
. What are your areas of flexibility?
. This gives you your negotiating parameters.
. The important thing is to know the value of each thing:
– To you
– To them

Start negotiating with a high initial position
. Don’t prepare to compromise before you have to
. You need 3 positions:
– an initial (ideal) position
– a target (realistic) position
– a BATNA (fall-back)

Research before negotiating
– History
– People
– Context
– Culture
– Politics
– Data

Plan your negotiation process
– Options and alternatives
– Concessions
– Issues
– Long-term considerations
– Meeting tactics
– Location
– Sequence
– Opening
– Handling set-backs
– Team roles (future video)

1. Ahead of your next negotiation, create your own Negotiation Preparation Checklist in your Negotiating Notebook. Like a set of preflight checks, this should contain everything you need to do before starting the negotiation. Use the content of this video as a framework, and add to it from your own experience. (2 MC CPD Points)
2. Next time you have a negotiation coming up, work through your checklist. Tick off items as you complete them and document your conclusions. Amend and improve your checklist as you go. (4 MC CPD Points)
3. You might like to take a look at our video on Scope for Agreement https://youtu.be/cb1Bf09p2eg

Free Resources
– CPD Tools – https://gum.co/MC-CPD
Paid resources
– Management Courses Onboarding Kit – https://gum.co/MC-ObK ($3)

Negotiate Wisely in Business and Technlogy (A basic introduction) https://geni.us/a2n1T6Y
Everything is Negotiable) (A basic introduction) https://geni.us/Ozwwr
Getting to Yes (the classic text) https://geni.us/U3CjduK
Getting Past No (the follow-up to Getting to Yes) https://geni.us/VQAd7
Bargaining for Advantage (another classic) https://geni.us/anBn
Negotiation Genius (Modern look at the negotiation mindset) https://geni.us/cBKKn3x
Never Split the Difference (red hot tips from ex-hostage negotiator) https://geni.us/YBSogJ

Management Courses Continuing Professional Development (CPD) Points
You can record your Management Courses CPD points on our free, downloadable CPD record log.
Download it here: https://gum.co/MC-CPD

Each video has two levels of MC CPD points. For this video:
– If you simply watched the video, record 4 MC CPD points
– If you also carried out all of the recommended exercises, score a total of 10 MC CPD points

Links to our book recommendations are affiliated through Amazon

#Negotiation #ManagementCourses #ManagementTraining


Negotiation Process: A Full Guide to the 4 Steps [Compilation]
Deleted video
Handling Resistance – Masters of Negotiation series
Bargaining for Advantage – Masters of Negotiation
Never Split the Difference – Masters of Negotiation series
Getting Past No – Masters of Negotiation
Getting to Yes – Masters of Negotiation
How to Handle a Negotiation Breakdown – Negotiation Tools
How to Handle Deadlock – Negotiation Tools
MOSCOW Analysis – Negotiation Tools
Force Field Analysis and PMI Analysis – Negotiation Tools
Influencing and Persuading – Negotiation Tools
Empathic Negotiation – Negotiation Tools
Listening Skills – Negotiation Tools
How to Ask Questions – Negotiation Tools
Negotiation Acronyms: How Many do You Know?
Leverage: Key Concepts in Negotiation
Negotiation Goes Bad: How to Handle 6 Types of Bad Behavior
Power at the Negotiating Table: Key Concepts in Negotiation
Non-verbal Aspects of Negotiation: Negotiating Body Language
Four Primary Negotiating Behaviors – Key Concepts in Negotiation
Scope for Agreement – Key Concepts in Negotiation
Five Basic Negotiating Strategies – Key Concepts in Negotiation
Core Principles of Negotiation
Negotiation Follow-up – after the Negotiating Process
Closing Stage of the Negotiation Process
Negotiating Team Roles in the Negotiation Process
Bargaining Stage of the Negotiation Process
Opening Stage of the Negotiation Process
Fundamental Model of Negotiation – the Basic Negotiation Process

Mike Clayton

About Mike Clayton 

Dr Mike Clayton is a (former) Project Manager and now a management educator. Having trained thousands of people at live workshops, seminars, and conferences, he now delivers training mainly via video. He has 14 books with international publishers and runs two successful YouTube channels. He is also the founder of OnlinePMCourses.com

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