Detailed output includes:
SEGMENTATION!– When dealing with multiple parties it is necessary to group the parties according to specific criteria (i.e. growth, maintain, rationalize). A separate strategy is then developed for each segment.
COMMUNICATION SEQUENCING– Negotiating power is like potential energy. When you exercise your power you lose that power. Learn to sequence your negotiations (especially across multiple parties) to conserve and grow your power base and maximize results.
ISSUE IDENTIFICATION – Ensure that all potential problems are identified before discussions commence. Develop preventive actions and contingency plans to minimize the impact of any serious issues whether circumstantial or personality generated.
INFORMATION MANAGEMENT – Dictate the flow of information between the parties. Assess the information already gathered. Identify any gaps in critical information. Finally, conceptualize the exchange of information by identifying which information to share now, to share later, or to conceal. Also identify the best method of exchange.
QUESTIONING STRATEGY –Unlock crucial pieces of missing information and test assumptions. Create an agenda to prepare the other side and signal proper intent.
IDENTIFY CRITICAL TRIGGERS – During each phase of the strategy it is absolutely critical to identify the “triggers” that escalate your strategy into the next phase, triggering either an increase or a decrease in applied pressure.
INTERNAL ALIGNMENT AND RESPONSIBILITIES – The primary objective of an effective strategy is to make sure that all relevant stakeholders on your side are aligned completely. The strategy documents will be used to present the strategy to all relevant internal parties. It is also essential to establish clear lines of decision making authority, as there is little tolerance for ambiguity around the decision process.
TATICAL PLANS FOR EACH PHASE – Each phase will have individual actions, meetings, proposals, and triggers, associated with the changing dynamics of the negotiation. All actions will need to be time bound and have assigned responsibility.
IDENTIFY ANTICIPATED REACSTIONS – A robust strategy plans for as many eventualities as possible. Predicting the reactions of the other party helps to identify gaps in the strategy and allows for robust contingency planning.