Negotiations
Training
Understanding
The Other Person:
Uncovering the
Personal Situation
You've spent
hours upon hours poring over financial statements, web pages, press
releases, trade journals and other documents to find out as much
as you can about the other party. You know
their organization better than their own auditors. You have
a clear picture of what they do, how they do it, why they do it
and on and on and on. It may not be possible to be any more wired
in than you are.
Did you know
that you're only halfway there? Sure... you know the company but
do you know much about
the person with whom you will negotiate? If you don't, you've
placed yourself in a distinct
disadvantage, particularly if the word is out on the street
regarding your negotiating
style. The other person may have a complete "scouting report"
on your style and negotiating practices. If you don't have the same,
you may be in for a very rude awakening.
We suggest that
besides focusing on the company, you should prepare
background information on the other party. Are there any ways
that you can find out more about the other person? One of the best
sources of information may very well be you. If you've dealt with
this person before but have not negotiated with them, you will have
a good deal of information to get you started. What do you know
about their general behavioral
style? Perhaps they're adversarial - someone who wants to take
control of the situation and has a desire to dominate
discussions, meetings and business
transactions. On the other hand, they may be more
reflective - slow to make decisions and reluctant to make any
moves that might be considered risky or non-traditional. It helps
to sit down and go over past meeting notes to get a feel for how
this person operates.
Other areas
to consider include their general modus operandi in the workplace.
Are they organized to a fault or are they unable to keep mounds
of documents and paperwork at bay? Do they include
others in the decision-making process or do they prefer a more
"command and control" structure? Are they easygoing and
laid back or are they a workaholic who seems to live at the office?
As you put in
place this information, talk to others about this person. If you
have been leading team
meetings, some of your colleagues may have made observations
that may have eluded you. What do they think of this person's style?
Have they noticed any particular habits or tendencies? Do they know
anything about past history when working with this person? Don't
overlook this step as it can help you verify or assumptions and
determine if your past experience is indicative of someone's true
character.
Here is a partial
list of questions that pertain to a person's individual situation
that should be reviewed prior to going into a negotiation:
* What is this
person's role?
* What is their sphere of influence?
* How have they ended up in their role? Through promotion or as
an outside hire?
* What might they feel is at stake in this negotiation?
* Do they have a vested interest in a negotiated
outcome?
* What is their background?
* Have you observed their interactions with colleagues? What were
they like?
* What is their reputation
in their organization?
* Are they respected by others?
* What is their track record in implementing the outcomes of negotiations?
* Are they honest and open?
* Do they resort to unethical negotiation
practices?
* Have they ever backed out of an agreement?
* Are they willing to do what it takes to make sure a
negotiated agreement is carried out successfully?
* Do you consider them a partner, a buyer/seller or an adversary?
This is a partial
list. Work on your own list of questions to come up with a sufficient
amount of background information for your negotiation.
|
