Is building your tactical negotiating plan easy and straight-forward? No way.
But learning how to do it is.
Take a look:
AKA: Stage setting, Ambitious Open, Seizing the agenda
Description: Deliver your ambitious opening offer first, and set the range of all subsequent discussion. Anchoring is useful for establishing a price or value range – and for determining the negotiating agenda. You must be confident in your opening offer, however, since you can’t raise it later.
Intent: Seize the initiative, influence value, and set the agenda.
Style: Competitive – but can be Collaborative.
Category: Value Manager
A negotiating agenda is your plan for success. The first commandment of negotiation is “never think and speak at the same time”. Your agenda is the advanced planning that will prepare you for any contingency once you are at the negotiating table. It is made up of 3 components:
and you have to master all of them to succeed. Good negotiators understand the mechanics of negotiation – the planning and tactical positioning – but that is just the
beginning. If you want to be a successful negotiator, you also need to master:
The headline and subheader tells us what you're offering, and the form header closes the deal. Over here you can explain why your offer is so great it's worth filling out a form for.