Negotiations Training

Starting on the Right Foot:
Getting Things Started

We all know the importance of a good first impression. What takes place in the first few minutes that you meet someone plays a vital role in how that person will perceive you from that point forward. If you could affect the way someone might perceive your relationship, your meeting or some other transaction in a positive manner, wouldn't you want to do so? Of course! Anything we can do to get a negotiation started on the right foot is a good idea. That is why we believe there are two things you can do to provide a positive first impression, even if the person with whom you are negotiating has known you for months or even years.

Recapping Common Ground

Making a Statement of Objectives

When it comes to getting things started on the right foot, you want to make sure you begin by focusing on the positive. That is why managers have known for years that when providing feedback to an employee, you always begin with the positive information. The same goes for a negotiation. As you get started, it helps to detail that common ground that lies between both parties. It provides a collaborative tone that shows the other party you are interested in working with them to achieve an outcome that will satisfy both of you. Furthermore, having a clear understanding of common ground provides you with the knowledge of what concessions to make to maintain common goals and goodwill.

Think about how you can start a negotiation by reviewing common ground. Here is a sample statement:

Representative for a Designer: "Dale, we've both been working on this licensing agreement and we think our discussions are going very well. We both agree on the fees involved a time period that is amenable to both of our clients. I believe the positive discussions we have had so far will help us cut through the last details to determine which designs to include in the last draft of the agreement."

When it comes to stating your objectives, you are essentially laying out where you would like a negotiation to go. This is a very straightforward and open approach that, sadly, is all too often lacking from many discussions. By making a statement of objectives, you are communicating to the other party three items.

* Purpose - What you believe the purpose of a negotiation to be. This should be a specific and realistic portion of the statement. In some cases, you may want to point out the areas where you are willing to negotiate and those areas that are non-negotiable.

* Time Limits - Are there time constraints involved?

* Rationale - Miscommunications often occur when two parties don't understand the reasons behind specific requests. Stating your rationale will help the other party get a better feel for where you are coming from.

How could you write a statement of objectives for your meeting? Here is a sample:

Construction Company Representative: "What we would like to achieve is an agreement to provide the construction services for the expansion of state highway 285 within your eight month window. We believe the agreement should include provisions for the use of the two parcels of land we discussed during the reconstruction in order to provide safe and adequate storage for equipment and to establish an on-site office."

Remember that you have a choice as to how much information you want to share with the other party. No one is forcing you to show all your cards. Determine what information will help negotiations get started the right way without giving the other party too much information that they can use against you.