Research is 'key' when negotiating a contract
Negotiators should have a clear list of objectives before opening talks
23 July 2010
Negotiators should thoroughly research a potential deal before
opening talks, according to an expert.
Rob Enderle, a former contract negotiator at IBM, claimed
employees should carefully plan a list of objectives to ensure
negotiations run smoothly.
He wrote on itbusinessedge.com: "If you know what you want and
what the other side wants and can map priorities, it sets a
negotiation foundation that should get to an acceptable agreement
more quickly."
Many negotiators focus solely on achieving a lower price for
their representatives in situations where other factors are more
important.
Preparing a list of desired outcomes will allow mediators to
focus on their client's preferred objectives, Mr Enderle added.
During any deal talks, it is crucial to remember that you hold
something the opposite side desires.
They may require an endorsement or credit for a deal but Mr
Enderle underlined how staff should seek leverage in any deal.
"These will be tools that you will use during the negotiation,"
he claimed.