Win negotiations before they begin: the Lazy Lawyer? The Damsel in Distress? Should these or other gambits be pulled on you, here are the countermoves.

• Author: Wanetick, David
• Position: NEGOTIATION TECHNIQUES

SEASONED NEGOTIATORS--at the board table or in the executive ranks--are well aware that negotiations are often won or lost before the players reach the negotiating table. At a minimum, negotiators should perform the following preparation before commencing formal negotiations:

--Achieve internal alignment so that your negotiating efforts will not be sabotaged by players on your side of the table;

--Score your objectives and walk-away points;

--Create a negotiating timeline;

--Insulate your negotiating team from common negotiations tactics;

--Determine the real goals of the entities and individuals with whom you will be negotiating;

--Create wedges between your opponents and their agents;

--Profile the individuals on the opposing side;

--Gather intelligence on an ongoing basis.

The following article will focus on insulating your team from common negotiating tactics.

What the opposition may throw at you

Your team should huddle together to devise offensive negotiating strategies as well as to immunize everyone from common tactics that could be utilized by the opposing side. Simply discussing tactics that may be utilized by the opposition will render them less effective. Some of these tactics include:

* The Suggested Sit Down: The Suggested Sit Down occurs when the opponent contacts your boss and complains about your inadequacy. Your adversary may say that you do not understand the deal, that the intricacies of the deal are beyond your intelligence, or that your lack of experience is preventing you from moving quickly enough.

* Suggested Sit Down with a Stomp Down: This is a more aggressive version of the Suggested Sit Down. In this rendition, the opponent expresses immutable frustration with your supposed incompetence, lack of professionalism, or arrogance. Your opponent threatens that the deal will be called off unless you are removed.

The best way to preempt the Suggested Sit Down gambits is to have the boss accompany the primary negotiator to the initial meeting. At that meeting, the boss should firmly state that he has complete confidence in the lead negotiator and that such negotiator is solely responsible for negotiating the deal at hand.

* The End Run: The End Run occurs when your opponent has a preexisting relationship with one of your colleagues at your firm. The opponent is supposed to negotiate with you but rekindles his relationship with your colleague and circumvents dealing with you.

* The Ego Booster: This gambit kicks in when the adversary tells you that he is very impressed with your professionalism and that they plan to tell influential people in the industry (or at your company) how professional you are. The trap associated with the Ego Booster is that you will be intimidated to negotiate too aggressively against your adversary for fear of losing an influential cheerleader.

* The Afterparty: The Afterparty occurs when the opponent intimates that you would have a future at the opponent's company. The point is...