Although it is true that “ selling without planning limits the negotiating power © 2003 chamoun” Perhaps the lack of preparation of the counterparty may be the main reason for a failed negotiation.
Suppose the case where you are negotiating with a foreign culture and from our perspective we have done everything we must do to prepare for the negotiation.
Among other things we have carried out the following:
1) Study the business behaviors and attitudes of the other culture
2) Understand the factors that affect the other culture
3) Put on each other's shoes and walk with them
4) Thoroughly understand the need or reason for purchase
5) Analyze the market, the variables that affect it
After this analysis, ask yourself the following: Is the other culture ready to negotiate with us? Should we help the other culture understand our context of negotiation? Is it our goal to offer the other help, to guide them along the path of agreement?
Of course yes! Consider the Black Jack card game (21) where all the players at a table are considered prepared and experienced, if suddenly one or two players who do not know the game sit down at the game table, they would spoil the play already that there are certain basic "rules" that ensure you are more likely to win. We use this analogy, just to emphasize the importance of preparing both sides in the negotiation. The challenge is in the preparation of both and you only have control of your preparation, so it is recommended to try to guide or help the other to be better prepared, to achieve success in the negotiation.
