Joel Phillips

This is a tricky one because one size does not fit all and, depending on the type of negotiations you perform, you may find that an app can be extremely helpful or using an app may be a hindrance. First, identify the features your ideal app would need. These include viewing notifications, change tracking and e-signatures to name a few. Second, identify any functions that might negatively impact productivity and rule out any apps that might interfere with successful negotiation. Finally, new apps are emerging all the time, especially ones that utilize AI. Don't get married to one particular app. Technology is supposed to make life easier. If it doesn't, then time for different technology.

The simple answer is that there are a lot of choices out there for apps and there is one that you will probably find one (or several) that fits your needs and your negotiation style. The right choice will be dependent on the types of conversations you have, the type of product or service and many other factors, but the one facet that always boils to the top for me is ease of execution. The simpler and easier a tool is, the simpler and easier the negotiation process.

Technical skills are crucial, but not as important as understanding "why". BI tools enable you to aggregate, store and re-assemble data to provide intelligence. Before Business Intelligence became cool in the early 2000's, BI tools didn't exist and we had to perform tasks manually. The tools today make doing your job easier, but they aren't what really matters. Any machine can spew data and it won't be long before standard BI functions are replaced with in-house LLM's to store and derive data. It's the next logical step. The value in Business Intelligence, and what will render human management indispensable, is the intangible ability to present data so that it provides answers to questions that stakeholders don't even know to ask.

Your Place or Mine? Setting is one of the most important elements in contract negotiations. It can easily impact your degree of success. When setting a location, always opt for your office as your first choice. This advantage has a huge impact on level of comfort and, ultimately, the results of the negotiation process. If your office is not conducive, then option 2 is your best bet. Option 2: Find a third party location of your choosing. While more neutral, the control still remains in your corner since you selected the venue. Psychological control helps and it is too often easily ceded. If your counterpart is vying for control of the venue, then you can expect a person with experience to be on the other side of the table.

If you identify the primary objective with the minimum acceptable result along with the non-negotiable parameters before you even commence negotiations, then you will never lose, nor will you ever get distracted. One of my favorite tactics in negotiation is to get down in the weeds of inconsequential contract points. If you keep your opponennt focused on the minutia, then the real negotiation points are often overlooked. The most important aspect of negotiation remains, never create a contractual relationship that is untenable for one side. Always make it a win-win unless the ultimate objective is for the other side to fail.

This is actually a very interesting topic. I started having success in negotiations when I started practicing something I have come to term "Goal Mesh Stairstep" at the table. This tactic requires 100% transparency and an honest look at your end goal before you even sit down. If you are not able to create a scenario where you can give any type of win to the other side while achieving your end goal, then chances are strong that negotiations will fail. Step 1 is no compromise and hold for as long as you can. Step 2 is concede a little and retest holding out at least half as long as Step 1. If consensus is not reached, then Step 3 is rinse and repeat until you have reached your pre-defined endpoint. Simple, effective and works in most cases.