Top Ten Series: 1. What is the best way to prepare for a negotiation?

Negotiation is a bit like planning a heist. You’ve got to have a solid plan, know your target inside and out, and have a getaway car ready in case things go sideways. Walking into a negotiation unprepared is like trying to rob a bank with a water pistol—you’re not going to get very far. So, let’s map out the perfect caper to get what you want without breaking a sweat:

Understand Your Goals: Before you break out the blueprints, you need to be crystal clear on what you’re aiming to steal… I mean, achieve. Are you after the crown jewels (a salary bump) or just a little extra loot (flexible hours)? Your primary goals are the big score–the thing you’re risking it all for. Your secondary goals are the bonus swag—nice to have but not worth getting caught over. Think of them as the gold plates in the vault when you’re really just there for the diamonds. Prioritize your objectives so you don’t end up lugging around stuff that’ll slow you down. Focus on what you absolutely need to make the job a success, and don’t get greedy–unless it’s for those extra vacation days.

Understand the Other Party’s Needs and Interests: To pull off a successful heist, you’ve got to know the layout of the bank—the other party’s needs, that is. This isn’t just about what you want; it’s about figuring out what makes them tick, what they’re guarding closely, and where the weak spots are. Time to do some recon. Find out what the other party values, what they’re worried about, and what they’re willing to negotiate on. The more you know, the easier it’ll be to plan your approach and avoid setting off any alarms.

Have an Alternative Offer: Even the best-laid plans can go awry, which is why you always need a getaway car—aka your alternative offer. This is your escape route if things don’t go as planned. Before you even start the job, line up a few backup plans. Maybe it’s another job offer or just the knowledge that you could live without the deal if you had to. Having alternatives means you’re not stuck in the vault when the cops show up—you can walk away and try your luck elsewhere. Make sure your getaway car is in tip-top shape. If your alternatives are looking a little rusty, it’s time to upgrade. The better your Plan B, the less pressure you’ll feel to settle for a deal that’s less than you deserve.

Negotiation, like a well-executed heist, is all about preparation. By knowing your goals, understanding the other party’s interests, and having a rock-solid backup plan, you’ll be ready to make your move with confidence. And remember, the best heists—uh, negotiations—are the ones where everyone gets what they want and no one ends up behind bars. So plan carefully, execute flawlessly, and enjoy the spoils of your success! 

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