Preparing for a negotiation involves three dimensions: people, the issues and the process. This checklist helps you consider each one, make the most of the meeting and prepare for unexpected situations.
| Dimension | Key question |
|---|---|
| People | Who are we negotiating with, and who will be affected? |
| Issues | What do the parties want, and what solutions are possible? |
| Process | How should we organise the discussion and decision-making? |
Based on material from ESSEC Business School.
The people dimension
Personal relationships
- If you have not met: prepare a brief introduction, consider the first impression you want to make and establish a working connection before the discussion.
- If you know each other and share a positive history: move on to the substance of the negotiation.
- If previous experience was negative: first stabilise the relationship through explanations, an apology or appreciation, as appropriate. In a particularly difficult situation, consider having a representative negotiate on your behalf.
Authority and accountability
- Find out who has the final decision-making authority on the other side.
- Agree the terms, boundaries and scope of your authority with your own partner or management.
Stakeholders
- Identify people who will not be in the room but will be affected by the decision.
- Consider their needs to build support and reduce potential resistance.
The issues dimension
Motivation
- What do you really want, and why? Be honest with yourself.
- What does the other party want, and why? Prepare questions that will help you find out.
- Identify shared interests and interests that may conflict.
Possible solutions
- Which solutions can you propose?
- What might the other party propose?
- Which options should you introduce first, and which should you hold back?
- Which options are unacceptable to you, and which would you consider only as a last resort?
Plan B
What will you do if neither side accepts the proposed solutions? Identify your alternative before the negotiation begins.
The process dimension
The meeting plan
- How much time is available? This will shape your strategy and agenda.
- Which issues should be discussed first?
- Will you agree on individual points one at a time — the “salami” approach — or discuss all the issues and agree on a complete package at the end?
Sharing information
- What must be discussed?
- Which information should not be disclosed?
- What questions do you want to ask the other party?
- What might they ask you, and how will you respond?
Logistics
- Prepare the room, equipment and materials.
- Consider the other party’s cultural context and the appropriate level of formality.