A couple of months ago, I had an epiphany. I absolutely sucked at negotiating things for myself. It seemed like every time I was involved in a negotiation, I always came out as the loser. To make matters worse, I discovered that when I was involved in a negotiation with an incredibly hot girl, I would doubly screw the pooch.
To remedy this problem I began reading books on negotiating during my free time. That’s when I came across Negotiation Genius by Deepak Malhotra and Max Bazerman. What I discovered was that a lot of my misfortunes were due to a lack of real preparation. According to the authors, most people make their costliest mistakes before the parties’ even get together to talk. They go on to say that if one considers the negotiating process as an art form rather than a science, they will not properly prepare and be ill equipped when they try to strike a good deal for themselves.
To help people prepare for a negotiation, the authors present a five step frame work that I want to share with you guys today and get your opinions on.
Step 1: Assessing your best alternative to negotiated agreement (BATNA)