The Negotiator Magazine

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Why are internal negotiations critical?

Without internally negotiated support and alignment:

Each of these pitfalls can be avoided if the attention and techniques of successful external negotiations are proactively applied to internal negotiations as well. You can combine simple project planning techniques with ongoing internal negotiation to keep your internal support people informed. Give them a summary of the deal, and your estimation of who should be involved, what resources are appropriate and required and a timetable. Conduct an introductory meeting to introduce people to one another and develop early buy-in. Develop a simple Gantt chart; update it to show progress, early wins and how people relate to the overall progress. Each step of the way can be negotiated. This will build your internal momentum.

Who needs to focus on internal negotiations?

Anyone whose external agreements require internal support for implementation needs to give equal focus to internal negotiations as to external ones.

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