What to Consider Before a Negotiation

Change managers have to be savvy negotiators who can reach agreements one at a time that leads to the desired result. The first step is knowing how to prepare for a negotiation.

Be Prepared. Negotiation preparation means knowing the discussion context, including who, what, when, and why, analyzing the situation, and constructing possible agreements. Ideally, the goal is to come up with a win-win solution while building a long-term relationship. During the preparation, we gather as much information as possible because the more we know, the better we can achieve our goals. ​Well-planned negation boosts confidence and strategizes the discussions.

On the other hand, we must be prepared because there is a limitation on knowing about our opponent without meeting them in person. In fact, we must be open to learning more during the discussion when we can observe and inquire about gaining more insights. The golden rule follows the practice of "first to understand first, and to be understood." 

Connect with People. All decisions are emotional. Therefore, putting the conversion in the right emotional state and controlling the dynamics before using the tactics are critical. We must also know our opponent's current situation, personality, organizational context, and relationship with others.

Understand Ourselves. Knowing our role and core values become coming to the table. What is the importance of the offer? Is it unique? What would be the time, money, and energy to pick an alternative? All these decide how you would get to the changing moment and influence from different angles.


​Well-planned negation can boost confidence. However, don't let it limit our ability to listen, discover and adapt. Take negotiation more as an art than a science. ​