Rock, paper, scissors is one way to come to an agreement. But this often leaves one side disappointed and is based upon luck…so it’s rarely a win-win. It also greatly undervalues complex situations, multiple stakeholders, and the nuanced terms and conditions which hold up so many important agreements.
The short bit of better advice from sales negotiation training? Get organized up front.
You can save lots of time and effort if you clarify roles and come up with only one draft of the agreement. The draft should represent all interests and consider all of the alternatives. To start off on the right path, figure out what decisions need to be made and who has the authority to make those decisions. Then select one person who has the responsibility to put together the initial draft agreement.
The drafter should gather input from all parties, prepare a rough draft and revise it as discussions ensue. There may be many revisions but eventually (and much sooner than if multiple drafts are being distributed at the same time) you will come up with one proposal that suits all.
Learn more at: http://www.lsaglobal.com/sales-negotiation-training/
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