Supporting Your Argument: Negotiation Preparation Part VI

This post is the sixth in an eight part series focusing on negotiation preparation.

The next step in the negotiation planning process involves research, something I know we all love to do. Through research can often be tedious and boring, but knowing the facts can pay off big in the end. Research is something that professional negotiators, like lawyers, specialize in (and we all know most of them make a pretty penny).

Deciding what to research can be a bit of a hurdle, just as choosing where to begin can be a daunting process. Ask yourself the following questions when selecting what to research and where to start:

1. What are the facts that support my argument?

2. Is there someone, such as a professional in the field, who can back-up my point of view?

3. Are there “hard sources” of fact that can validate what I claim like books, files, or records?

4. Have others encountered similar negotiations under comparable conditions? Can I contact this person, or company, to ask them what worked, what didn’t, and the supporting evidence they used?

5. How can I present my facts to be most effective? Will using visual aids and/or expert testimony promote my case?

6. What is the other side’s point of view? What evidence are they likely to use to back-up their facts? How will I address their case and refute the argument?

After addressing the above questions, you are ready to research! This is a very important step in the planning process. Assign an appropriate amount of time and resources depending upon the importance of the negotiation. Skip this step and you’ll be sorry! Ensure that you, and your team, have adequately researched prior to the negotiation.

Now you know the steps to Supporting Your Argument in the planning process. The next step in the negotiation planning process we’ll cover in this series deals with Analyzing the Other Side. To follow the next steps in this series, sign up to automatically receive new posts using your RSS Reader.

Previous Posts in the Negotiation Preparation Series

Planning to Succeed: Negotiation Preparation Part I

Define Issues and Interests: Negotiation Preparation Part II

Consulting with Others: Negotiation Preparation Part III

Identifying Your BATNA: Negotiation Preparation Part IV

Goal Setting: Negotiation Preparation Part V