One of the biggest problems we see in negotiation begins during the process of preparation. Of course we all know preparation is important but “how you prepare” and “what for” are equally, if not even more important.
A common misconception about negotiation is that the best course of action is to take a hard line with someone. Use logic to express that what you want is the right path. Be ready for objections and turn them back around on your counterpart.
There is a general principle that structure dictates outcomes. This is seemingly a very simple idea. While clichés like this one can be very helpful, they are also very uninformative. The right structure dictates the outcomes you want. But what is the right structure?
In every negotiation there is information that can only be obtained at the negotiation table, these bits of information will often change everything (Black Swans). This is why The Black Swan Group has changed the format for preparing and engaging in a negotiation. No matter how much information and research you and/or your team has done prior to the interaction there are things needed to find the best deal possible that only your counterpart can tell you.