Win Before You Walk In: 5 Things You Must Do Before Every Negotiation
Many people think successful negotiation is about charisma, quick thinking, or having an aggressive "killer instinct." While those traits can help, they are worthless without the single most important element: preparation. In fact, most experts agree that success in negotiation is overwhelmingly determined by the work you do before you ever sit down at the table.
Entering a negotiation unprepared is like trying to navigate a new city without a map. You might eventually get somewhere, but it won't be the best destination, and the journey will be stressful. To ensure you're in the driver's seat, here are the five things you absolutely must do before every negotiation, big or small.
1. Define Your Goals and Set Your Tiers
You can't get what you want if you don't know what it is. Vague objectives lead to vague outcomes. Before anything else, clarify precisely what you want to achieve. But don't stop at a single goal. Tier your objectives:
- The "Must-Have": This is your non-negotiable minimum. It's the point below which you are better off walking away. Knowing this builds a critical boundary.
- The "Intend-to-Have": This is your realistic, primary goal. It's what you are aiming for and what you've assessed as a fair and achievable outcome.
- The "Nice-to-Have": These are your stretch goals or additional perks. They aren't deal-breakers, but achieving them would be a significant win. These often become valuable, low-cost concessions you can trade during the discussion.
This tiered approach provides both a firm foundation and the flexibility needed to navigate the give-and-take of the conversation.
2. Become an Information Detective
Knowledge is power. The more you know, the more confident and persuasive you can be. Your research should be two-pronged. First, understand the subject matter inside and out. If you're negotiating a contract, know the market rates, industry standards, and any relevant data that can support your position.
Second, and just as important, research the other party. What are their goals, priorities, and potential constraints? A quick search on their company's recent news or their professional background on LinkedIn can provide invaluable context. Understanding their motivations allows you to frame your proposals in a way that appeals to their interests, creating a path to a mutually beneficial agreement.
3. Know Your BATNA (Best Alternative To a Negotiated Agreement)
This is perhaps the most powerful concept in negotiation theory. Your BATNA is your ultimate walk-away plan. It's not just your bottom line; it's the most advantageous course of action you will take if you fail to reach an agreement.
Why is this critical? Because the party with the stronger BATNA has more leverage. If you have a solid alternative, you won't be desperate to close a deal at any cost. This gives you the confidence to stand firm on your "must-haves" and push for your "intends." Before you negotiate, take the time to identify your BATNA and, if possible, find ways to strengthen it.
4. Anticipate Their Moves and Motivations
A negotiation is a dialogue, not a monologue. You need to spend as much time thinking about the other side's position as you do your own. Try to put yourself in their shoes and ask critical questions:
- What are their likely objectives and priorities?
- What pressures are they facing from their boss, their clients, or the market?
- What could their BATNA be? How desperate are they for this deal?
- What objections or difficult questions might they raise?
Anticipating their perspective doesn't just prepare you for objections; it allows you to proactively address their concerns and find creative solutions that benefit both parties.
5. Plan Your Strategy and Rehearse
Once you have your goals, research, and insights, it's time to build a plan. A solid strategy includes defining your opening offer, identifying potential concessions you're willing to make, and preparing your key arguments. Knowing what you can trade and what you can't is crucial for maintaining control of the conversation.
Don't just think it through—practice it. Role-playing the negotiation with a colleague or mentor can be incredibly effective. It helps you refine your arguments, manage your emotions, and build the muscle memory to respond calmly and strategically under pressure.
Supercharge Your Preparation
Feeling confident in your preparation is the key to success. For those who want to take their rehearsal to the next level, tools like NegotiaHub.com are game-changers. This web app allows you to practice your negotiation scenarios and receive real-time, AI-driven feedback on your communication style, pacing, and strategy. It's like having a personal negotiation coach on-demand, helping you turn practice into a powerful performance.
Your Success is in the Setup
Negotiation isn't a battle to be won; it's a puzzle to be solved. By diligently preparing—defining your goals, gathering information, knowing your BATNA, understanding the other side, and rehearsing your strategy—you equip yourself with the tools to solve that puzzle effectively. Walk into your next negotiation not just hoping for a good outcome, but having engineered it from the start.