Dealmakers Attitude

A dealmakers attitude can be killing for long-term value creation. Ertel provides five tips that can help a negotiation team to work with the right (the-real-value-is-created-during-implementation) mindset:

1. Start with the end in mind
2. Help them prepare too (surprising or overbluffing the other side does not make sense)
3. Treat alignment as a shared responsibility (if your counterpart's interests are not aligned, it's your problem too)
4. Send the same one message to both implementation teams
5. Manage negotiation like a business process (prepare in a disciplined way and conduct post-negotiation reviews)