Before you walk into any negotiation, know your priorities. Taking the time to define what matters most helps you stay grounded, avoid emotional decision-making, and allows you to recognize a good deal when it presents itself. When preparing for negotiations, start with four simple steps:
- Preparation: Make certain you have established your priorities well in advance of negotiations and that senior leadership is on board.
- Non-negotiables: These are your deal-breakers: the core terms, values, or conditions you’re not willing to compromise on. Identify them early so you can protect what’s essential without hesitation.
- Trade-offs: Negotiations are rarely one-sided. Pinpoint where you have flexibility and what you can offer in exchange. Understanding your “give-to-get” options helps you navigate conversations with strategy instead of stress.
- Wishlist: This is your aspirational list. The extras that would elevate the agreement if they’re on the table. They’re not mandatory, but they add real value. Having defined them shows you where to push if the negotiation is going well.