Frank Candy - Programs

Master Negotiators Checklist # 2

A pessimist sees the difficulty in every opportunity;
an optimist sees the opportunity in every difficulty.

Winston Churchill

• Get to know all the people involved in the process.

• Learn everything about your opponents company, their agenda, position and itinerary.

• What is your relationship with this negotiator?

• How long has he or she been with the organization

• What is their future plans with their company?

• Are they planning to leave or move on? What's the time frame?

• How qualified is this person for the negotiation?

• How is the negotiator compensated?

• Is there an incentive if money is saved or on this negotiation?

• Is the compensation based on commission or straight salary?

• What time constraints exist for the other side?

• What other pressures originate from the negotiators place of work?

• Who else must this person consult before the final decision can be rendered?

• Is there a cut off for the negotiators authority?

• That is - is there a point under which the negotiator is authorized to close the deal and a point over which higher authority is needed?

• If so what is that point?

• How is the negotiation for the other side, perceived by their superiors?

• What is the negotiators attitude toward you and your company?

Disclaimer: Everyone is advised to consult with a competent legal professional that is familiar with your specific facts and circumstances. In virtually every situation, competent legal counsel should review the contracts.

Being challenged in life is inevitable, being defeated is optional. Frank Candy

Your paycheck is not your employer's responsibility; it's your responsibility. Your employer has no control over your value, but you do. Jim Rohn