If you can figure out your opposite’s key client, you’ll be able to make a deal with this person much more easily because you can actually help your opposite move up in her organization. After you know the person or people whom your negotiating partner wants to please, you can study those people so you know what your opposite number is up against. You may also be able to put in a good word for her.
Let me walk you through an obvious situation. You’re negotiating with someone from an organization. Whom does this person (the negotiator) need to please? Who gives this person her annual performance review? The person your negotiator has to please may not be the person who has to approve this particular deal. He or she may not be the person with whom your opposite number has the most direct contact.
When I say client, I’m referring to the person whom your opposite number needs or wants to please. No matter how much power your opposite number has, negotiating with you is just the first step of the process. Your counterpart must take the result of the negotiation to somebody (as do you), and you both want that somebody to be pleased.
Let me walk you through an obvious situation. You’re negotiating with someone from an organization. Whom does this person (the negotiator) need to please? Who gives this person her annual performance review? The person your negotiator has to please may not be the person who has to approve this particular deal. He or she may not be the person with whom your opposite number has the most direct contact.
When I say client, I’m referring to the person whom your opposite number needs or wants to please. No matter how much power your opposite number has, negotiating with you is just the first step of the process. Your counterpart must take the result of the negotiation to somebody (as do you), and you both want that somebody to be pleased.
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