I was recently the fly on the wall at a negotiation. The negotiation itself is a result of longterm planning in most cases. This article details what to do before entering a business negotiation.

Step One:

Do your homework. That means research anything that may come up in advance of the business negotiation. Absolutely, have a few notes there to back up your viewpoint. If you don’t have that research, you are at a disadvantage.

Step Two:

Consider jotting down notes of what you intend to get out of the negotiation. Include things like points that are absolute deal breakers. Include points that you are likely to compromise on.

Additionally, draw or sketch out what the final deal will look like. Include financial numbers to give you an idea of what ballpark you want to end up in as a result of this business negotiation. Ie. People who are successful at business can see into the future for longterm rewards as much as they can see into the future for shortterm rewards. But clearly, having a map drawn of where your headed is valid before entering negotiation. It will also help you to be firm in your negotiation, knowing what you may be foregoing.

Step Three:

Do some market research. I know that companies can charge you millions of dollars for a simple study of getting people’s opinion on something. If this business negotiation affects people, find out from people what they think. Don’t limit yourself to two or three of your closest managers or friends. Extend that. Show up at a mall. Ask if you can have a minute with people. Dress appropriately to break down the barriers. People are flattered when you are seeking their opinion so to be fair, treat them appropriately and explain how their opinion will have some affect.

I have a friend in the natural concoction business. Before working on a new product, she phones up a list of customers who are agreeable and asks them about the future product. It may be well into the future but she gets the goods on the interest long before she undertakes it. Such is the case with a negotiation.

Absolutely, do your market research. Some things look good on paper but never go anywhere in the real world. For example, if you’re the marketing guru behind The Clapper you would have researched this product in advance and how agreeable people would be to buying it. But say, you invented something similar like The Sneezer, then tried to market it without asking people how hard it would be, how useful it would be to them. You would undoubtedly lose your shirt.

Step Four:

Set down in advance what you as a company stand for and who you’re willing to negotiate with well in advance. For example, if you believe in only dealing with union shops, then make sure you write that down and stick to it before any negotiation. There’s a phrase that if you don’t stand for anything, you will fall for everything. By having principles, you are already on your way.

Step Five:

Enter the negotiation with a window of time that you will allow before making any final decisions. This prevents an emotional response to the negotiation.

How you choose to organize your presentation directly affects its delivery. For you, a well-organized presentation will be easier to deliver. And for your audience, a well-organized presentation is easier to follow, easier to listen to and easier to understand. And that’s all because good organization helps with the flow of ideas for a listening audience. Our choice of organizing techniques is potentially limitless. But five methods are used the most. These are:

1. Mind maps. Pictures that are uniquely linked together to tell a graphic story are most people’s idea of a mind map. And that’s essentially right. Pictures carry more ideas, meaning and nuance than words when you are under stress during a presentation. With a picture-based mind map your presentation structure is organized with a linked network of pictures and idea flows. A logical flow of ideas can be shown. Causes and effects can be illustrated. Or, perhaps, you can depict stories and vignettes that relate to your main points.
2. Prompt cards. A set of small cards (postcard sized) can support all your main presentation points. Their sequential order provides the flow to your presentation. Points can be written or typed in large type — probably using one point for each card. Their order is important. So you don’t have a disaster should they be dropped it’s a good idea to tie them together.
3. Slides and overheads. Undoubtedly the organizing technique of choice for the harried executive. But ensure your reliance on the PowerPoint slide deck is only an organizing dependency; using the screen view you can be prompted at each step of your PowerPoint presentation. But take care of the basics. Don’t be tempted to use too many slides. And don’t be persuaded into reading out your slides — either from the main or the view screen. Should you fall into the trap, then ‘Death by PowerPoint’ is a fitting description of the experience.
4. Outlines. A one or two page outline of your presentation should include each of your main points. You should also include your sub-points, cue points, places for audience interaction, stories and anecdotes. Readily accessible and easily read, the presentation outline is a serious choice for a well-rehearsed presenter.
5. Large words. You should not forget the written speech or presentation. Many serious presenters use scripts. And they are very successful. The script technique involves typing your entire presentation word by word. Each sentence should start on a new line. Your choice of typeface and font should be readable at a distance when using a lectern.

When you organize your presentation you present more efficiently. Your delivery will be better. Your pacing and timing will be well-tuned. And, best of all, your audience will appreciate your investment with a better response to your spoken words. It’s worth the effort.