Preparation Gaps

One of the most common causes of failed negotiations is inadequate preparation. Too many teams step into high-stakes discussions without clearly defining their BATNA (best alternative), their ZOPA (zone of possible agreement), or their ODE (optimal, desirable, essential outcomes).

The result is predictable, they get pulled into the other side’s agenda and make reactive concessions. CEOs must instill discipline around structured preparation. This means not only defining internal objectives but also anticipating the other party’s drivers and constraints. When preparation is rigorous, negotiators walk into the room with clarity and confidence, rather than with uncertainty and risk.

If you’d like your teams to walk into every negotiation fully prepared and in control, please email Negotiation@meshadv.com or Contact Us.

Image by David Underland / Pixabay