Making a List
An agenda lets you negotiate with confidence.
Entering a negotiation without a clear list of what you want is
like driving cross-country without a map. To negotiate well, you
must first know your agenda. There is no better way than to write
it down.
Step back, and think about your deal. Brainstorm: List what you
want, and list what you don't want. Be specific. Then, group
and prioritize these items into categories--points you must have,
those you'd really like to have and those that are
insignificant. Find a friend or colleague to be a sounding board,
or consult a professional or other resource to learn what is
customary in a transaction like yours.
This advice may seem trite, but don't skip it. It's
surprisingly powerful. For one thing, your checklist will keep you
from missing a key deal term or concession. It also lays out your
bottom line. But even more important, having specific goals will
give you the focus, energy and self-confidence to negotiate on your
terms. In business, attitude can be everything. The strength that
comes from knowing what you want will give you power when you sit
down at the negotiating table.
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A speaker and attorney in Los Angeles, Marc Diener is author
of Deal Power.