A Value-Creation Checklist: Five Helpful Tips

By — on / Negotiation Skills

By following these tips in your next negotiation, you’ll improve the chances of meeting everyone’s interests.

– Before you sit down at the bargaining table, imagine a wide-range of options and packages, including some that may seem far-fetched.

– When talks begin, remember that getting down to business too quickly can stand in the way of building trust.

– Emphasize to your counterpart the importance of separating “inventing” from “deciding,” as Fisher, Ury, and Patton suggest in Getting to Yes.

– Don’t worry about adding complexity. Bringing new issues, options, and parties to the negotiation is likely to create value.

– Avoid artificial deadlines, though it can be helpful to decide when it’s time to concentrate on the packages you’ve identified.