Prepare for negotiation with 7:1 return on time saved

Prepare for negotiation

with a 7:1 rate of return

on time saved

As an FBI negotiation expert Chris Voss explains in his book Never Split the Difference, “when the pressure is on, you don’t rise to the occasion—you fall to your highest level of preparation.”

So, here is a short plan on how to effectively prepare for any kind of negotiation, whether it’s a first call with a client, or an FBI hostage situation.

1. Goal

Identify specific scenario that represents best case.
Write it down an optimistic but reasonable goal and define it clearly.
Discuss your goal with a colleague to create commitment and consistency.

2. Summary

Write a couple of sentences about the known facts that have led up to the negotiation.

3. Accusation Audit

Prepare 3-5 Labels to Perform an Accusation Audit: you need to identify negative thoughts and feelings that the other party may have and voice them out loud.

It seems like you don’t like____
It seems you are worried that_______
Seems like you’re reluctant to_____.

4. Calibrated Questions

Come up with 3-5 Calibrated Questions to Reveal Value and Overcome Potential Deal Killers.

For your counterpart:

What are we trying to accomplish?
What’s the core issue here?
How does that affect things?
How does this fit into what the objective is?

To identify behind-the-table deal killers:

How does this affect the rest of your team?
How on board are the people not on this call?
What do your colleagues see as their main challenges in this area?

To identify and diffuse deal-killing issues:

What is the biggest challenge you face?
How does making a deal with us affect things?
What does doing nothing cost you?

5. Labels

Prepare 3-5 Labels to Follow Up After They Answer Your Calibrated Question.

It seems like ______ is important.
It seems you feel like my company is in a unique position to _______
Seems like you value ______.
It seems like ______ makes it easier.

6. Non-cash offers

List of non-cash items possessed by your counterpart that would be valuable to you.
What could they give you that would make you do this for free?

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