Roadmap to Agreement
Agree on how to work toward a deal
Implement a solid commitment
Use Case: Structure the process and focus on what matters
Purpose
Increase the likelihood of a successful deal by agreeing upfront on a plan for discussions, ensuring that every meeting is justified and well planned.
When to Use
Commitment on the negotiation content comes at the end. But at the start we should define a Roadmap to take us effectively and efficiently to the desired end result. And we should further plan when preparing each meeting.
References
Roger Fisher and Danny Ertel, Getting Ready to Negotiate: The Getting to Yes Workbook (Penguin Books, 1995)