The Situation
Prepare
Experienced negotiators understand that the negotiation starts well before you get to the table. As a result, SNI strongly believes in using a tool, such as our Preparation Checklist, to prepare for negotiations. After all, preparation is the only aspect of negotiation over which you have complete control.
Probe & Listen
Any negotiation training worth it’s investment must focus on probing and listening. While we often say “we talked them into it,” research shows that the best negotiators are typically those that listen more than they speak. There’s a reason why seasoned negotiators say, “Listening is the cheapest concession you can make.” To improve these abilities we provide a model to help structure questions that get beyond the other side’s position and on to their interests, and practical tips for mindful listening. The result? Better information, better deals, and deeper relationships.
Propose
There are a few fundamental guidelines that skilled negotiators are aware of and keep in mind before making offers. Here we answer questions such as, “When do I make the first offer?” and “How high should my offer be?” Those that follow these principles maximize their return in any negotiation, while still allowing the other side to walk away satisfied.
