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Negotiation success checklist
Savage Management’s Negotiator’s Notebook
By David Savage
Getting Ready To Negotiate
Understand that Negotiation starts when the relationship starts
Set your Intention and goals
Bring all your wisdom
Clarify your interests, vision and boundaries. Hunch their interest, vision and boundaries.
Prepare fully, evaluate, estimate and measure
Elect a constructive critic within your organization to pre-test the intended negotiation.
Understand that negotiation is with the other, within your organization and with yourself
At The Table
Be clear, authentic, present, mindful and heartfelt
Design the negotiation together (authority, resources, goals, timing, accountability…)
Bring a wide range of wisdoms, personalities and possibilities together
Make time to fully engage and to be face to face
Start the negotiation with connection, curiosity and understanding
Take great care to serve the other party’s interests
Understand and address all affected parties and stakeholders Interests
Embrace conflict and diversity and positively engage the challengers
Listen for what is underneath
Be persistent
Explore together and with neutral experts
Create Larger Possibilities
Consider how the interests of your community, our world and our planet can be also met
Generate true and complete measures of success
Evaluate deal and create mutual accountabilities
Document the Deal
After the Negotiation
Call the appropriate resources to action to make the deal work for the parties
Follow through and recognize all results
Review what you learned, gained, lost and the status of the relationship
Reconnect with the other party(s) to review and improve the process and outcomes
Prepare for the next deal with this party and others
Set your goals higher with you, your organization, family, community, world and future as those to be served.
Understand that your negotiations are a complete circle, a relationship and not an event.
Article by the Kootenay’s own David B. Savage BA(Econ), P.Land, ACC
I work with professionals and organizations developing their business, negotiatio and their leadership strength.
www.savagemanage.com [email protected] All rights reserved 2012
David B. Savage, BA (Econ), P. Land, ACC, President of Savage Management Ltd. (www.savagemanage.com) works with professionals and organizations developing their negotiation mastery and leadership strength. Savage gathers diverse perspectives together to realize breakthrough possibilities. Savage’s services include leadership collaboratives, Negotiation Mastery Circles, community engagement, organizational development, executive coaching and business consulting. Since 2000, Savage has co-founded the Kootenay Leadership Institute, the Global Negotiation Insight Institute, Beyond Yes, Synergy Alberta and the Professional Enneagram Association of Canada as well as six energy exploration firms. Savage Management serves clients around the world while living in Cranbrook, British Columbia, Canada.
