Who-What-How
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title: WHO / WHAT / HOW description: The three dimensions of a negotiation.
WHO / WHAT / HOW
Every negotiation has three dimensions.
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WHO
Who is involved?
Who negotiates?
Who has the mandate?
Who actually makes the decision?
Who influences the decision-maker?
Who supports me?
Who could block the deal?
Who is the spoiler?
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WHAT
What are we negotiating?
What do I want?
What do they want?
What are our interests?
What solutions are possible?
What are my arguments?
What is my BATNA?
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HOW
How will the negotiation happen?
Where?
When?
Who sets the agenda?
What is the deadline?
What information will be exchanged?
How will offers and concessions be communicated?
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THE TRAP
I naturally want to jump straight to:
WHAT do I want?
But sometimes the most important question is:
WHO am I actually negotiating with?
And sometimes:
HOW are we going to negotiate?
can completely change the outcome.
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CONNECTED IDEAS
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REMEMBER
WHO → WHAT → HOW
People → Problem → Process.
