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27/06/2024

4 signs that your negotiations have been well prepared

Preparation represents 80% of a negotiation. Preparing a negotiation is preparing to succeed. Here are four steps that help indicate if your negotiations have been well prepared: 

  1. In depth knowledge of the context: You truly grasp the context as it is, and not just as it is perceived at first glance, by detecting the biases (cognitive, confirmation, action…) that are likely to interfere with the analysis and by finding out about your interlocutors in depth.

 

  1. Understanding the mental structure: You have established a precise framework for the position, objective, and stakes of the opposing party, which helps you understand your interlocutor’s real motivations and validate the interest that will be negotiated.    

 

  1. Develop a motivational structure: your stakes, objective and position are clear for this negotiation. You have developed a detailed plan to deal with different scenarios and potential conflict. This plan will take the different stages of the negotiation into account, from its beginning to its conclusion. 

 

  1. Design the influence chart: you have created a sociogram, or power map to establish the connections of power and influence which unite the actions within an organisation, taking care not to confuse them with an organisational structure (hierarchical connections).

 

  1. Optimise the collecting of information: by using a variety of sources (legal, free of access, or paralegal) you have identified and analysed the information necessary to prepare for and conduct the negotiation.

 

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