How do you craft a negotiation proposal that aligns with your goals and interests?

1 Identify your goals and interests

Before you start writing your proposal, you need to have a clear idea of what you want to achieve and why. Your goals are the specific outcomes or results that you are aiming for, such as a price, a deadline, or a contract term. Your interests are the underlying needs, values, or motivations that drive your goals, such as quality, reputation, or satisfaction. Identifying your goals and interests can help you prioritize your issues, evaluate your options, and justify your proposals.

2 Research the other party and the situation

The next step is to gather as much information as possible about the other party and the situation. You need to understand their goals, interests, preferences, constraints, and expectations. You also need to analyze the context, the market, the industry, and the legal or ethical implications of the negotiation. Researching the other party and the situation can help you anticipate their reactions, identify their strengths and weaknesses, and find common ground or potential trade-offs.

3 Develop your BATNA and reservation point

Your BATNA (best alternative to a negotiated agreement) is your fallback option if you cannot reach a deal with the other party. It is the most favorable outcome that you can achieve without negotiating. Your reservation point is the lowest or highest acceptable value that you are willing to accept or offer in the negotiation. It is based on your BATNA and your assessment of the other party's BATNA. Developing your BATNA and reservation point can help you set realistic and flexible boundaries, avoid unfavorable agreements, and leverage your power.

4 Craft your proposal and rationale

The core of your negotiation proposal is your offer and your reasoning behind it. Your offer should be specific, measurable, achievable, relevant, and time-bound (SMART). It should also reflect your goals, interests, and research. Your rationale should explain how your offer benefits both parties, addresses their interests, and resolves their problems. It should also provide evidence, examples, or data to support your claims. Crafting your proposal and rationale can help you persuade the other party, build trust and rapport, and create value.

5 Anticipate objections and questions

The final step is to prepare for the possible objections and questions that the other party might raise in response to your proposal. You need to anticipate their concerns, doubts, or counteroffers, and plan how to address them effectively. You can use various techniques, such as acknowledging, reframing, probing, or conceding, to overcome resistance, clarify misunderstandings, or explore alternatives. Anticipating objections and questions can help you improve your proposal, negotiate collaboratively, and reach a mutually beneficial agreement.

6 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?