Last week, I facilitated a negotiation workshop for a group of healthcare entrepreneurs. As we worked through real-world scenarios, I watched something fascinating unfold. The topics they needed to negotiate will change healthcare, and that is inspiring! We learned together it wasn't about being smarter or more experienced. It was about developing the habit of intentional preparation, just like they have done in their business.

Here's what I see in organizations every day: talented leaders walking into crucial conversations—budget discussions, project negotiations, team resource allocations—with nothing more than a general idea of what they want to achieve.

They rely on their intelligence and experience to carry them through. Sometimes it works. Often, it doesn't.

The result? Missed opportunities, suboptimal agreements, and the nagging feeling that there was a better deal on the table.

The most successful negotiators I work with share one common trait: they never enter a meaningful conversation unprepared. But here's the key—their preparation isn't elaborate or time-consuming. It's a focused 15-minute routine that covers three essential elements.

Before you negotiate anything, ask yourself: "What happens if this conversation doesn't go well? What are my alternatives?"

Your BATNA is your source of power in any negotiation. When you know you have good options, you can walk away from poor deals. When you don't have strong alternatives, you might accept agreements that don't serve you well.

Quick prep: Spend 5 minutes identifying your best alternative if this negotiation fails. Write it down. This becomes your minimum acceptable outcome.

Most people enter negotiations focused on their position—what they want. But the magic happens when you understand interests—why you want it and why the other party wants what they want.

For example, your position might be "I need a bigger budget." Your interest might be "I need to ensure my team can deliver quality work without burning out." The other party's position might be "We can't increase spending." Their interest might be "We need to demonstrate fiscal responsibility to stakeholders."

Understanding these underlying interests opens up creative solutions that neither party initially considered.

Quick prep: Spend 5 minutes writing down:

• Why you want what you're asking for
• What you think drives the other party's position
• What success looks like for both sides

This is where most negotiations get stuck. Both parties focus on dividing a fixed pie instead of finding ways to expand it. The best solutions often emerge when you've thought through multiple ways to meet everyone's core interests.

Quick prep: Spend 5 minutes brainstorming at least three different ways you could structure an agreement. Don't judge the ideas—just generate possibilities.

In today's fast-paced business environment, the stakes of every conversation are higher. Resources are tighter, timelines are shorter, and the margin for error is smaller. You can't afford to leave value on the table because you didn't take the time to prepare.

However, what I find most compelling about this approach is that it's not just about securing better deals. It's about building stronger relationships. When you enter conversations prepared to understand and address everyone's interests, you demonstrate respect for the other party. You show up as a collaborative problem-solver, not just an advocate for your own position.

This builds trust, which becomes the foundation for every future interaction.

Like any habit, preparation becomes automatic with practice. Here's how to build this into your routine:

1. Block 15 minutes before any important conversation in your calendar
2. Create a simple template with the three prep areas (BATNA, interests, options)
3. Start small with lower-stakes negotiations to build confidence
4. Reflect afterward on what worked and what you'd do differently

The executives I work with who consistently practice this preparation habit don't just get better deals. They become known as thoughtful, strategic leaders who bring solutions to problems. They build stronger relationships across the organization. They feel more confident in difficult conversations.

Most importantly, they discover that 15 minutes of preparation often prevents hours of problems later.

Think about a conversation or negotiation you have coming up this week. It doesn't have to be a major contract discussion—it could be negotiating project timelines with another department, discussing workload with your team, or even working out logistics with your family.

Before that conversation, invest 15 minutes in preparation. Know your BATNA, understand the interests involved, and generate a few options.

Then pay attention to how the conversation unfolds differently.

You might be surprised at what becomes possible when you show up prepared.

What's one negotiation or meaningful conversation where better preparation could make a difference for you? I'd love to hear about it. 

If you want to bring a workshop to your team, let's talk!