Even major negotiations can begin with a chance meeting or a friendly golf game. The casual approach is a useful technique for the person initiating the negotiation and if you are aware that negotiations happen all the time and are alert for signs of the initial stage of a negotiation, you can be mentally prepared for what comes next. Being prepared involves recognizing a negotiation and managing the process. Inexperienced negotiators focus almost entirely on the content of their negotiations, rather than managing them, and have a hard time when the other party does not accept their carefully structured position. This is particularly challenging for accountants, who are trained in developing analytical and well-researched presentations.
Good preparation is the key to success in negotiation.
Knowing your long-term objectives allows you to be creative and flexible. As you go into a negotiation, your short-term objective is to get a deal. You have prepared yourself by specifying the outcomes you want to achieve from the negotiation, and these outcomes are compatible with and contribute to your long-term objectives. If, however, the other party proposes something different, you may choose to accept it, provided it suits your long-term objectives. Generally, the more options there are on the negotiating table, the better the chances of finding areas of potential mutual gain.