You can see that long before I walked in the door a great deal of problem identification had to be done. A MAJOR DRAMA had to be created and then the results of our efforts had to be applied QUICKLY, SHARPLY, INTENSELY and with grand elegance. If any one element had not been present, the outcome would have been very different.
You never walk in unprepared. If you’re presenting first you are not in reactive or responsive mode and therefor script out your plan step by step.
You have gathered all the intelligence you possibly can. You know their EXACT SITUATION, their wants, needs, desires, hopes, fears as well as they do. You worked hard to get to this point. It’s NOT a 40 minute presentation, it’s a 6 month project that climaxes in 40 minutes.
You are now AT the table and ready to negotiate.
It’s human nature to want to be heard and understood. It’s also human nature to want to go first – but if you want to be effective in negotiation, you quell that instinct.
Going first means you must be perfect. You must be able to present YOUR SIDE AND THEIR SIDE because that is precisely what you will do.
Most negotiations are not going to be as intense as the above drama!
Negotiation is in part about using the correct dose of power, avoiding force.
Letting the other person share their views, needs and desires first, does a few things.
The next page shows you what to do so you WIN