When you’re in the thick of a negotiation, there’s a very good chance that it’s already too late to make your best deal.
When you’re busy, your stress increases, and you might not even realize the effect it’s having on you. At moments like these, dealmakers tend to rely on assumptions about the other side and what’s worked in the past. These shortcuts can be a trap. It’s one of the most common mistakes we see in negotiations.
When you take shortcuts — or, worse, convince yourself that you can “wing it” — you don’t prepare adequately, and you turn your back on the key to successful negotiations. Now, imagine the unexpected coming up: It’s not just an obstacle; it can be a disaster.
The time to call in a negotiation consultant is before your upcoming negotiation. When the negotiation doesn’t go as planned (and it won’t), you’ll be able to handle it when your leverage slips away, the other side starts to threaten you, or unforeseen factors suddenly take center stage.
Here are 5 specific ways a negotiation consultant can help you and your deal . . .
- Achieve internal alignment. The first negotiation is always internal. A consultant can help you identify and align stakeholder priorities and potential walk-away points. This will build a framework for your negotiation strategy.
- Obtain a clear view of the power balance. Most people underestimate their own power and overestimate the other side’s power. Consultants help analyze the power balance from an outside perspective to clearly identify sources of leverage.
- Create contingency plans. Consultants work with you to pressure-test different approaches and simulate multiple outcomes. You show up at the table confident in your options.
- Keep the lid on emotions. When a dealmaker is unprepared, emotions can take over a negotiation. Working with a consultant helps you deal from your greatest strengths.
- Ensure you get something in return. Concessions are part of negotiations. A consultant helps you avoid unconditional concessions that erode your margins and create undesirable precedents.
Scotwork’s negotiation experts can be an extra pair of eyes to help you overcome obstacles and deliver better deals. Our consultants bring real-world negotiation expertise, which is why we’ve had unparalleled success for 50 years.
We Can Be Your Extra Pair of Eyes.
We can help mitigate your risks and achieve your desired outcomes. Rely on Scotwork’s 50 years of experience to prepare you and your team before you get to the table.