### ### 1 - The Goal *Think about the best/worst case scenarios but only write down a specific goal that represents the best case.* 1. Set an optimistic but reasonable goal and define it clearly 2. Write it down 3. Discuss your goal with a colleague 4. Carry the goal to the negotiation BATNA: Best Alternative to a Negotiated Agreement, crafted by Robert Fischer and William Ury in their book getting to yes in 1981 Never be so sure of what you want that you wouldn't take something better. People who expect more and articulate it, often get it. ### ### 2 - The Summary *Summarize and write out in just a couple of sentences the known facts that have led up to the negotiation.* Why are you there? What do you want? What do they want? We want a response that gets a "that's right" ### 3 - Labels/Accusations Audit *Prepare 3-5 labels to perform an acquisition audit* - It seems like.... Is valuable to you - It seems like you don't like... - It seems like you value... - It seems like... makes it easier - It seems like you're reluctant to... ### 4 - Calibrated Questions *Prepare 3 to 5 calibrated questions to reveal value to you and your counterpart and identify and overcome potential deal killers* Look past what the customer is demanding to what is making them want what they want (Motivations) What is really motivating them? JK Rowling said in Harry Potter - You must accept the reality of other people. ##### What and how questions - What are we trying to accomplish - How is that worthwhile - Whats the core issue here - How does that affect things - What's the biggest challenge you face - How does this fit into what the objective is - What are they worried about?