According to an article in Contract Management, a magazine published by the National Contract Management Association (NCMA), a four-step checklist can help you achieve positive negotiation results (Your Four-Step Negotiation Checklist). The NCMA is a membership-based professional organization for contract management professionals that serves government and private industry. According to the article’s author, John E. Miller, the steps are:
Step 1: Facilitate development of a negotiation plan, which includes the teams’ key strategies, your position going in, and your desired outcome.
Step 2: Lead the team in implementing the negotiation plan.
Step 3: Adjust strategies and methods as needed during negotiations to achieve the desired outcome.
Step 4: Facilitate assessment of the negotiation team’s activities.
Of course, these steps are not exhaustive and contract managers must recognize that each deal will have some unique aspects that may not be covered in the four-step checklist. For your assignment, evaluate this checklist and provide your opinion on its value.