Negotiating Skills: Negotiation Coaching

The final segment of our series on Negotiating Skills, called Negotiation Coaching, walks you through some tactical preparation for your next negotiation. Using the provided materials, you’ll start with listing out both parties’ goals, interests, and positions. Next, you’ll identify how your goals align with the other party’s interests. You’ll create some concession items to bargain with, as well as options and opportunities. You’ll think through potential trade-off scenarios, your BATNA, and calculate the ZOPA. By the end, you’ll be armed with the information you need to have a successful negotiation and arrive at a win-win agreement.