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Preparation
1Preparation
TheBasisforSuccessfulNegotiations
Donotgointoasalesdiscussionunprepared.Trustingyournegotia-
tionskillsaloneisnotenough.Failingtopreparecanbedangerous,
andtoomanynegotiationpartnershavelostsightoftheiraimstoo
quickly.Itispreciselythosewhoregardthemselvesastopnego-
tiatorsnotneedingintensivepreparationthatsuddenlyfindtheir
positionsslippingoncenegotiationsareunderway.
Intensivepreparationofthesalesdiscussionformsthe
basisofyournegotiationsuccess.
Onlywhenyoudeterminepreciselywhatobjectivesyouwantto
achieveandhowtoachievethemwillyouenjoysuccessfulnegotia-
tions.Youcannota≠ordtolosesightoftheseobjectives.
Ininterculturalnegotiations,thereisalsotheadditionalfactor
ofconductingintensiveresearchonthenegotiationpartner’scul-
tureandcomingtotermswiththeculturalparticularitiesofthe
partner’shomeland.Manynegotiationswithpartnersfromother
culturesoftenfailsolelyduetothefactthatthesellerhasfailed
toadequatelytakethementalityofthenegotiationpartnerinto
consideration.
Inaddition,negotiationsuccessisbasedonassessingyourown
negotiationpositionandthatofyournegotiationpartnerstothe
bestpossibledegreeandadaptingyourprocedureaccordingly.Ap-
proacheverynegotiationassumingthatyournegotiationpartner
conductedexcellentpreparations,wherebythetypeandscopeof
thepreparationcanvaryfromnationalitytonationality.
OptimumPreparationforNegotiations
1.Specifyyourobjectivesandinterests.
2.Appraisetheobjectivesandinterestsofyour
negotiationpartner.
3.Establishyournegotiationstrategy.
4.Prepareyourargumentationandconsiderpossible
tactics.
5.Shortlybeforethenegotiationstarts,reviewyour
objectivesclearlyonceagain.
Overviewofnegotiationpreparations
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