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“When the pressure is on, you don't rise to the occasion – you fall to your highest level of preparation.” - Chris Voss
Here is a summary of the 5 tools you should anticipate and prepare for:
#1 – Think through the best and worst case scenarios, but only write a specific goal that represents the best case.
Chris stresses the importance of having a spectrum of scenarios in mind because you don't know exactly what you'll be facing in the negotiation. Identify what you cannot accept, and identify where you'd ideally like to go, but stay flexible with the ideal, because the other person's offer might exceed your expectations.
#2 – Summarize and write out the known facts that have led up to this negotiation.
Why are you there? What do you want? What do they want? Why do they want it?
This will help to prepare you with tactical empathy, and set you up to receive a “that's right”.
#3 – Identify 3-5 labels to use in your accusation audit.
Make a list of possible accusation they might make and turn each accusation into a list of at most 5 labels. Spend some time role-playing.
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 – Prepare 3 -5 calibrated questions to identify the real value and overcome obstacles that might get in the way
Remember that effective negotiations are about moving past the stated wants, and identifying the underlying motives. Here are a few examples:
Special Case Examples:
When the implementation is done by a committee, consider asking:
When there are deal killing issues..consider asking:
#5 Prepare a list of non-monetary things that the other side could give you
Ask yourself: what could the other side give me that would almost get me to agree to their terms for free?
GIVEAWAY
I turned this last chapter into a 7 page worksheet. You can use this to prepare for your negotiation. You can download the PDF here.
