Q & A Table of Contents
If Many Factors Are Competing For My Attention, What Do I Do?
From: Chris, Victoria, BC, Canada
Question: If there are time constraints on the deal and that are quite a few elements, how do you determine which elements need your attention?
Response: The simplest approach is to take a look at the 'critical path' of your decision-making and project implementation processes. What factors MUST be handled before others can be discussed? What factors can be left to later -- or even ignored safely -- in order to meet the time limits faced by the parties? With this information in hand you can undertake a better-informed prioritization in determining the strategy you will follow.
You should also pay close attention to similar factors that may be
influencing the party or parties with whom you are negotiating. The better you understand those issues, the greater your insight into the balance of power between the negotiating parties. Knowing who needs resolution faster can have a significant influence on the relative advantage one or the other enjoys.
Hope this helps your thought and planning process.
Steve
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