ADVANCE
Know a person’s prior beliefs When entering a negotiation we all bring our own prior beliefs to the conversation. Knowing a person’s prior beliefs can also help us find common ground, which is the foundation for building trust and relationships. This does not mean you should manipulate data to match your or their opinion. We should always be honest in our presentation. If the data goes against your counterpart’s prior beliefs, help them understand why.
4 Ask yourself what is your ideal outcome
Understand your price range and what other incentives you can accept or give before going to the negotiating table. Prepare by asking yourself a few questions: What is my ideal outcome? What is my ZOPA (zone of possible agreement) — the range in which you’re willing to make a deal. And what is my BATNA — best alternative to negotiated agreement?
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