Here's how you can navigate partnership negotiations for your organization.

Lo primero que hay que hacer antes de cada negociación es entender que quieres lograr, pero también saber qué estas dispuesto a ceder y qué puntos son no negociables para ti y tu empresa.

Entre mejor conozcas a tu potencial socio mayor es tu oportunidad de crear una negociación exitosa. Una investigación a fondo te permitirá hacer una mejor propuesta de alianza y te mostrará como un socio ideal para tu contraparte.

Buscar un win-win para ambas partes es esencial en una negociación. Entre más stakeholders se vean beneficiados, mayor es la probabilidad de éxito.

In a partnerships context, avoid "distributive" negotiations, where each party feels like they're battling for a larger share of some finite pie (save that for when you buy a car). As the article alludes, when the goal is a lasting relationship, it's unwise to negotiate with the mentality that the other party is your opponent. Any partnership worth exploring is one where there's clear benefit for both parties and ideally their customers. Your mindset should be that of a collaborative negotiation style, asking questions like "What unique combination can we craft where we all win and create value?" and "What can we do together that's more meaningful than we can do separately?"

I had a boss once who stressed that in my performance review, there should be no surprises, and that's a good analogy for this stage of negotiations. Don't wait until the end of the process to recap your understanding of how the partnership will be constructed. Take stock and confirm mutual understanding of key points often throughout the process so that there's no misunderstanding. For example, "Let's take a few minutes to go over what I think we've already agreed to before handling any remaining items". Clearly document what's been agreed to as you progress and get assurance from the other party that they're in accord. This can become the cheat sheet for when it's time to draft and finalize an agreement.

Successful partnerships go beyond transactions. Here's how to build trust during negotiations: Connect personally: Schedule informal meetings to build rapport outside the negotiation setting. Be transparent: Open communication fosters trust and reduces misunderstandings. Actively listen: Pay attention to your partner's concerns and summarize key points. Focus on solutions: Work together to find creative solutions that benefit both parties. By incorporating these elements, you can lay the groundwork for a strong and lasting partnership.