List options for a proposal
This week, we will continue our communication tips for negotiations, starting with listing options for a proposal.
Let’s say that you are in a negotiation and understand the stages of negotiation and principled negotiation. You have separated the person from the problem. You understand the person and have stated the problem in terms of interests. You’re off to a great start. Now it’s time to generate a proposal.
According to Dr. Matthew McKay, author of Messages, you’ll have more success if you “adopt the attitude that there are probably several possible solutions that will be acceptable to both sides.”
Many people adopt a self-defeating attitude at this stage, one that says there’s only one way to divide up the pie, and that you must have the biggest piece.
With some effort, you may find a way to make a bigger pie or realize that getting the biggest piece by antagonizing people usually ends up with pie in the face.
Start by doing your homework, so you know what’s fair. Research the common practice, salary range, or market sale price. Benchmarks are needed to generate fair and reasonable proposals.
What’s the best way to generate a list of proposal options?
Good old brainstorming.
Whether you brainstorm with your negotiation partner or trusted advisors, here are a few tips.
If brainstorming with your negotiating partner, find a neutral location.
If brainstorming with a group of trusted advisors, 5-8 people is an ideal number, and assign a scribe.
Agree upfront that when putting out initial thoughts, there are no bad ideas. At this stage, allow the creativity to flow unblocked by criticism.
Generating a long list of out-of-the-box ideas will help you and others see the many options and collaborate.
When no new ideas are forthcoming, declare the brainstorming over and move to the analysis phase.
Collaborate. Underline or circle the most promising ideas. Combine the best ideas to make them better.
End with a list of great ideas, any of which could be an acceptable proposal for the next negotiating session.
If you’re on your own, try to put yourself in a neutral party’s position. What would a lawyer, negotiator, clergy, or parent propose?
Tomorrow’s Daily Tip will discuss how to turn this list of options into proposals.
Adapted from Messages, The Communications Skills Book, by Dr. Matthew McKay.
