After some initial shock, the incoming partner agreed. Five questions can help negotiators strategically manage timing...

 

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After some initial shock, the incoming partner agreed. Five questions can help negotiators strategically manage timing and sequencing: 1. What changes in the external marketplace might increase or decrease the value or importance of the deal for each party? 2. To what extent can we use additional time to strengthen our walkaway alternatives? 3. To what extent can the other side use additional time to strengthen its walkaway alternatives? 4. How might deals negotiated with other parties affect the scope of the negotiation or create precedents that influence the way we resolve key issues? 5. What events or changes in the external marketplace might adversely affect the strength of our walkaway alternatives- and the other side's-or create mutually beneficial opportunities? After some initial shock, the incoming partner agreed. Five questions can help negotiators strategically manage timing and sequencing: 1. What changes in the external marketplace might increase or decrease the value or importance of the deal for each party? 2. To what extent can we use additional time to strengthen our walkaway alternatives? 3. To what extent can the other side use additional time to strengthen its walkaway alternatives? 4. How might deals negotiated with other parties affect the scope of the negotiation or create precedents that influence the way we resolve key issues? 5. What events or changes in the external marketplace might adversely affect the strength of our walkaway alternatives- and the other side's-or create mutually beneficial opportunities?

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