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Negotiation

Are you or a co-worker stuck on trying to close that deal? Would your company benefit from partnerships with other companies but lack the time or resources to deal with the discussions? Michelle can assist by guiding executives through tough negotiations or working with companies to successfully ink those beneficial contracts.

Negotiations traditionally involve competitive tactics, which often result in unsatisfactory outcomes for either or both parties. Collaborative or interest-based negotiation aims to identify mutual objectives.

The parties talk through the issues. They explore the reasons for the position(s) advanced. They develop potential resolutions that are aimed at creating an agreement that works for both parties.  Some of the items that Michelle will analyze before and during a negotiation:

• Motivation: what are the underlying matters of importance to you and the
  other party?  How can we explore concerns, hopes, expectations,
  assumptions, beliefs, values, etc. of both parties?
• Goals: what do you want to get out of the negotiation? What do you think
  the other person wants?
• Alternatives: if you don't reach agreement with the other person, what
  alternatives do you have? Are these good or bad? How much
  does it matter if you do not reach agreement? Does failure to
  reach an agreement cut you out of future opportunities? And what
  alternatives might the other person have?
• Relationships: what is the history of the relationship? Could or should this history impact the negotiation? Will there be any hidden issues that may influence the negotiation? How will you handle these?
• Expected outcomes: what outcome will people be expecting from this negotiation? What has the outcome been in the past, and what precedents have been set?
• The consequences: what are the consequences for you of this negotiation? What are the consequences for the other person?
• Power: who has what power in the relationship? Who controls resources? Who stands to lose the most if agreement isn't reached? What power does the other person have to deliver what you hope for?
• Possible solutions: based on all of the considerations, what possible outcomes might there be?