How can you design a negotiation framework that supports value proposition and outcomes?

1 Define your objectives

Before you enter a negotiation, you need to have a clear idea of what you want to achieve, why, and how. This means defining your objectives in terms of value proposition and outcomes, as well as your criteria for success and your alternatives. Value proposition is the benefit or solution that you offer to your counterpart, while outcomes are the specific results or actions that you expect from them. Your objectives should be SMART: specific, measurable, achievable, relevant, and time-bound.

3 Develop your strategy

Once you have a clear understanding of your own and your counterpart's objectives, you can develop your strategy for the negotiation. This involves deciding how you will approach the negotiation, what tactics and techniques you will use, and how you will handle potential challenges and conflicts. Your strategy should be based on your value proposition and outcomes, as well as your assessment of the negotiation context, such as the power balance, the relationship, the culture, and the time frame.

4 Prepare your materials

The next step is to prepare your materials for the negotiation, such as your proposal, your arguments, your evidence, and your questions. Your materials should support your value proposition and outcomes, as well as address your counterpart's interests and concerns. You should also anticipate possible objections, questions, or counter-proposals from your counterpart, and prepare your responses accordingly. Your materials should be concise, clear, and compelling, and should highlight the benefits and value of your offer.

5 Conduct the negotiation

The final step is to conduct the negotiation, following your strategy and using your materials. During the negotiation, you should focus on creating value and achieving outcomes, rather than on winning or losing. You should also be flexible, adaptive, and collaborative, and seek to understand and respect your counterpart's point of view. You should use effective communication skills, such as asking open-ended questions, summarizing key points, confirming agreements, and acknowledging emotions.

6 Evaluate the negotiation

After the negotiation, you should evaluate the negotiation process and the outcome, and reflect on your performance and learning. You should assess whether you achieved your value proposition and outcomes, and whether you met your criteria for success. You should also identify what went well and what could be improved, and what lessons you learned from the negotiation. You should also follow up with your counterpart, and ensure that the agreements are implemented and the outcomes are delivered.

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?