Stratserv Consultancy's Negotiation Strategy Service

1. Stratserv Consultancy
Negotiation Strategy Service

2. Strategically
Managed
Process
Balanced
Thinking
Pre-emption
of Surprises
All-round
Preparation
Future
Oriented
Approach
What?

3. All-round Preparation
• Analyse the Situation
• Establish Objectives for the Negotiation
• Establish Best Possible Outcomes
• Establish Worst Case Scenarios
• Establish the known
• Establish the Unknown
• Research the Counterpart
• Research the Alternatives
• Prepare the Team

4. All-round Preparation
• Research the counterpart
– What is in it for them?
– Who else is interested in the negotiation
– Who else are they likely to negotiate with?
– What are their limits?
– What pressures are on them?
– What is the worst possible outcome for them?
– What is the best possible outcome for them?

5. All-round Preparation
• Prepare the Strategy in the Room:
– The Start
– What to reveal?
– Choice of Language
– Choice of Stance
– When to take a Break?
– When to walk away?
– Team Strategy

6. Future Oriented Approach
• What is the Long-term Value of the negotiated
outcome?
• What is the Long-term Value of the BATNA
• What are the Long-term Implications of the
possible outcomes?
• How could the best possible outcome now,
become a Long-term disadvantage?
• How could an alternative outcome be a Long-
term advantage?
• What future occurance could alter the value of
outcomes?

7. Pre-emption of Surprises
• Scenario Planning and Simulation of
Scenarios of Negotiation Process/Cycle
• Scenario Planning for Possible Disruptions
to the Negotiation
• Scenario Planning of Negotiation
Deadlocks
• Scenario Planning for Possible Situational
Changes

8. Strategically Managed Process
• Managed Behaviours
• Managed Decision Making
• Strategically Designed and Structured
Process & Protocols
• Managed Communication Strategy &
Protocols
• Managed Pace and Timeframe
• Managed Entry and Exit

9. Balanced Thinking
• Think Relationship
– Short-term
– Mid-term
– Long-term
• Think Trust
• Think Win-Win for All
• Think for All Sides
• Think Agreement
• Think Common Ground
• Think Balance/Equilibrium

10. Balanced Thinking
• Think Relationship
– Short-term
– Mid-term
– Long-term
• Think Trust
• Think Win-Win for All
• Think for All Sides
• Think Agreement
• Think Common Ground
• Think Balance/Equilibrium