B Finance – Strategy

The IDEA Strategy

A four-stage strategy for ‘win-win’ negotiating

Information: the more information, the better, especially before starting
Decision-maker: Be sure you are negotiating with someone who can make the final decision.
End: Prepare best-case and worst-case options to help you determine your end result.
Agreement: Get agreement that there is a basis for negotiating.

Learn more about the IDEA Strategy by reading the strategic activities in the workbook on page 49–81 and doing the exercises.