We just finished our negotiation seminar here in Tartu, and today is my usual rest day.
But in my yesterday’s negotiation post, I asked a question. How can we generate confidence in approaching our next negotiation?
And that all depends on how well we prepare.
We tend to think of preparation as focusing on what result we want from the process, and how far we are willing to compromise to make a deal. Those things are not unimportant. But they are far less important than another question.
What is the value of the deal we are seeking? That value proposition is not the result itself.
Let me say that again — the value of the deal is not the result of the deal.
It is instead how well performance of the agreement will add to our underlying story. Our underlying strategic vision. And sadly, most of us do not have much training in what strategic vision is, or why one vision might be better than another.
So what goes into this? More precisely, what goes into this in our current “knowledge era”?
Stay tuned!
Buzzography 