the film you have invented is running in your negotiating partner’s head, then you
are the one who is controlling the negotiations.
1. You write the script
If you yourself have a clear picture in your head – knowing full well that your
counterpart may have a very different picture – this places you in a very
strong position. Prepare a script for yourself which includes even the tiniest
of details. This will give you a routine and greater certainty, which in turn
will enable you to convey a sense of self-confidence when negotiating.
2. You select the cast
Be sure to choose the right actors! It is not worth wasting all your energy
speaking to someone who is either not able or not allowed to make decisions.
3. You allocate the roles
If you are speaking to a number of people, you need to know who your “leading
actor” is. Whilst it is alright to look up to the “stars”, you should bear in
mind that no film is possible without the “extras” too.
4. You choose the location
You should always find yourself a good location in which to “work”. The
external surroundings play an important role in enabling your counterpart to
feel like they are part of a good film. After all, the show cannot begin until
they feel comfortable. To get the film going on the outside and the inside, you
need to have obtained important information beforehand and then put this
information to good use.
5. Carry out rehearsals
Accept that it may take more than one rehearsal (i.e. discussion) before you
are ready for the performance (i.e. deal). Do not ask too much of your actors.
Instead, work with them and seize opportunities for development.
6. Time for the premiere
Enjoy the feeling of anticipation before the premiere. Being apprehensive is
part of this. However, you can afford to let your feelings run free as you know
you are well prepared. Do not hinder yourself, and give your counterpart too
the freedom to act.
As the director, you can remain quietly in the background and enjoy the
applause when the curtain falls.