4 Things to Think About for a Successful Negotiation

Posted By on January 25th

Negotiations require disciplined thinking. There is no way around this fact. The first step for any negotiation is that both people are able to articulate their own interests and concerns and both people are able to understand the other person’s interests and concerns. To do this, there are 4 things to think about for a successful negotiation.

In order to keep your negotiation arguments relevant and focused, you must be able to analyze the interests and concerns of the person you are negotiating with and apply your arguments to that person’s interest and concerns. This requires answering four questions: 

  1. What are the things the other person wants from you?
  2. What problem are they relying upon you to fix?
  3. How do they think you can improve their situation?
  4. What are the two or three most compelling reasons that your position addresses their interest and concerns?

If you fail to address the other person’s interest and concerns, they shall tune out, and your negotiation will most likely be unsuccessful.

About the author

Keith Grossman helps individuals and businesses negotiate and manage conflict more comfortably. Keith is a Collaborative Attorney, a Family and Circuit Civil mediator certified by the Supreme Court of Florida, an Arbitrator qualified by the Florida Supreme Court, and an educator. Keith frequently lectures and facilitates training programs, works with individuals one-on-one, and writes articles on conflict management and negotiation topics. His e-workbooks, “What Is A Peace Chest?” and “How Do You Build A Peace Chest?“ are now available on Kindle.


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