Daily Quote |
Skill
Strong Plan Bs are your golden ticket
Your Plan B is what happens when you get punched in the face during a negotiation. (Figuratively, of course.)
Plan A is the deal you want. Your Plan B is what you're prepared to accept when getting everything you want isn't possible.
And since you rarely get everything you want in a negotiation, you'd better have a carefully calculated Plan B ready.
A strong Plan B won't guarantee you'll close. But it will keep you from giving away the farm just to get a deal done.
Do
Plan B creation is simple
Today, work on your Plan B for an upcoming negotiation.
1. List everything that would make you shout from the mountain if you got it. That's your Plan A…go ahead, dream big!
2. What would you accept to do the deal? Be specific. List your must-haves and the terms you're willing to negotiate. (Plan B!) Remember to dream up everything you can give that will help seal the deal.
Push yourself to create a long list of items you could offer – but never give something away without getting something in return.
Oomph
Good B execution starts with open ears
You need to watch this fantastic TED Talk by William Ury, one of the world’s most influential experts on negotiating and the cofounder of Harvard’s Program on Negotiation.
Ury makes a solid case that good listening is the foundation to all negotiations. You won't be able to use your Plan B until you are able to hear what the other side wants!
You need to watch this fantastic TED Talk by William Ury, one of the world’s most influential experts on negotiating and the cofounder of Harvard’s Program on Negotiation.
Ury makes a solid case that good listening is the foundation to all negotiations. You won't be able to use your Plan B until you are able to hear what the other side wants!
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