White Paper: Implementing Strategies in Extreme Negotiations
Hurricane Sandy has just battered the East Coast of the U.S. – millions of people (including the Buyers Meeting Point team) are still without power or starting to assess the damage and begin the cleanup.Our thoughts go out to everyone impacted by this massive and powerful storm.
You can’t always predict how a person or an area will be affected by dangerous conditions, but once you have notice that a storm is coming, any time left before impact should be used to prepare.
We learn a lot about ourselves in how we cope under pressure, and being prepared up front is strategy number one. Just as you have to gather the essentials for extreme weather – like water, flashlights, and non-perishable food – you have to gather the essentials before a negotiation. This is particularly true if you expect the negotiation to be high stakes or particularly challenging.
In the white paper “Implementing Strategies in Extreme Negotiations” (a free download from Harvard Business Review), based on a conversation with Jeff Weiss and Jonathan Hughes, both partners at Vantage Partners, you’ll get an overview of ways to prepare for extreme negotiations. Included in the article are a preparation checklist and recommendations on how to handle threats, how to hone your skills, and how to deal with specific situations that may arise in a negotiation.
Some of their tactics are to be used in advance and some are for while you are in the eye of the storm. All of them are intended to prepare all kinds of negotiators – not just the ones that enjoy the thrill of the storm. Once you have read the graphics and tables in the white paper, there is sure to beat least one that you will print out and hang on your cube wall.