Chapter 5: Step One:Estimating the Blueprint

PART TWO: THE WISH LIST ESTIMATION

Having now completed the first part of Step One: Estimating the Blueprint—the Consequences of No Agreement Estimation—it’s time to go on to the second part—the Wish List Estimation.

Again, the overall purpose of this step is to determine the blueprint of the business deal, which means, in effect, answering two questions: “What are the consequences if we do not reach agreement?” and “What items are likely to be included if we do reach agreement?” The Consequences of No Agreement Estimation provided you with an answer to the first question. The Wish List Estimation begins to provide you with an answer to the second by enabling you to determine what is most—and least—important to you and your customer. It also shows what both of you will trade, or should be willing to trade, to attain your goal to “create joint value and divide it given concerns for fairness in the ongoing relationship.” This is an essential part of the process because trading—giving up something in order to gain something of greater value—is the soul of negotiation and of the Strategic Negotiation Process. It’s what enables you to create more value to subsequently divide between yourself and your customer and achieve more than a simple “win-win” solution.