Scenerio Planning for successful negotiations 1 | © Fola Daniel Adelesi

In this time and age we have to be equipped with some of the strategies that can help us win in most situations without attempting to put other negotiators at the losing end. We cannot afford to always look like the winners and make someone else look like the losers because we will be creating the enemies that we do not need so it is important for us to consider a strategy I often refer to as scenario planning.

You should have it in mind that scenario planning will help you in successful negotiations and that’s why you should carefully think along in how it is done. By the time you are done reading this you will realize that this is not something totally strange to you but for something to be put to constant use, it often requires being brought under attention and deliberately used as a strategy.

Most of us do not go into negotiations without thinking about what we are going to do when we get there. We often think about what we are going to say and what they may say when we say the things on our minds. Apart from thinking about what might be going on in the minds of the people we want to go and meet and the possible responses we can give to them, we also spend time thinking about how they are going to accept us and sometimes some people spend time thinking about how they could be rejected. All of the thinking put together is about visualizing a situation before it really happens. The only reason I will not call that scenario planning is that most times we only think about what the atmosphere will look like, what they will say to us after we have said what we intend to say and it stops there.

In Scenerio Planning, you really have to think about coming out with a desired result so you don’t just end your thinking as if the other party is the one that has a final say. What you are doing in this case is to ensure that you get something tangible out of the negotiation without necessarily looking like the winner or the loser. It’s a win-win situation because everyone has something to go home with and there will be no need to bother about who gets more than who.

For an effective Scenerio Planning, there are three major things I feel you should pay attention to and they include:
1. Picturing a situation you want to get into
2. Visualizing what you really expect from the situation
3. Visualizing the least expected from the situation

Case Study

Funsho wants a pen from Fola and Funsho knows that Fola values that pen so much so it will be a tough one getting the pen from Fola. Funsho has tried severally but is not making a head way at all but in the process, Funsho observed that Fola likes to eat beans. After several attempts Funsho then sat down to think about a strategy. At a point she felt the beans Fola likes might be able to do the job but she could not easily place the connection and how to make it work. After a visualization process she came to the conclusion that is Fola is hungry, she would bring in beans in exchange for the pen. That’s an expected situation but then a question about Fola’s possible rejection comes to mind so she decided that she will not offer the beans immediately. She would have to wait till the hunger is almost unbearable for Fola and let him think that the Pen is worth nothing compared to the value of the beans at that time.

Most people really want to negotiate because they feel they can get what they are negotiating for and that’s what makes them think or visualize only the expected results. When you get there and something else comes up, you might be caught off guard because you did not visualize the least expected from the situation. One of the ways you can always reduce your disappointment from a situation and have alternative plans to advance the same goal ready is to visualize the expected results.

This also works for your family in dealing with your spouse or your children. I will enjoin you to engage Scenerio Planning today because when you do you will find that it helps in getting results faster and seems to help you be more organized and prepared for a meeting or any negotiation.

© Fola Daniel Adelesi
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