Common Outlook Consulting Inc. New Perspectives
December 2015 - Issue # 15-12
Founder's Message

Someone once said that everything that happens between people is a negotiation. True or false, even the 'nay' side would have to say that knowing how to negotiate successfully is one of the most useful business and life skills we can teach ourselves.

Lately, we've been talking about the planning stages of a negotiation, and the skills needed in building an excellent problem-solving relationship once we're actually in negotiations with the other party.

This month, we're giving you an evaluation tool... an after-the-fact opportunity to assess not only your performance, but the actual content of the negotiation itself. After all, it's one thing to plan, another to establish good relations with others, and quite another to get agreements that can actually be implemented and have durability.

We've provided some excellent reading sources at the end of the article. Save them. They'll stand you in good stead... even in those everyday 'everything that happens between people' negotiations.

And on a completely different note, enjoy the festive month ahead of us. It's busy but it can be really fun if you let yourself soak it in!


"A recurring problem is a neglected solution."
                                              ~ E. A. Yeboah


You may not know it, but you do have a negotiating style. As such, it's up to you to find out how that style affects others.


Coming Up  
We'll kick off 2016 with an article to get you in a good frame of mind for the year. Be sure to tune in.



Assessing the Planning Stage After the Fact

In hindsight, did you fully consider the strengths of the approach you planned to take and its weak spots? Did you also consider the strengths and weaknesses of the other person's approach?

Did you do a robust analysis of your most important interests, concerns, needs, and goals?  Did you do the same thing for the other key parties?

Did you think about the kinds of concessions or trades you might be asked to make and the ones you could make? Did you consider the same for the other key parties?

Did you establish your walk-away alternative... your BATNA (Best Alternative To a Negotiated Agreement)? And did you consider your counterpart's BATNA? Too often we underestimate how good our BATNA is and overestimate how good the other party's BATNA is - especially when we're a seller and the other person is a buyer. Take heed.

Read more 


Peter Hiddema


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