The MoSCoW analysis is a practical framework for prioritizing negotiation objectives, ensuring focus on essential outcomes and efficient use of resources by categorizing desired items into Musts, Shoulds, Coulds, and Won'ts.
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one of the great challenges in preparing
for a negotiation
is how to deal with that huge great
shopping list
of things you'd like to come out of it
which are the most important
which are the least important and for that
that
i recommend a tool called moscow analysis
moscow analysis is a simple approach
to classifying the things you might have
into four categories
the first category is things that you
must have
there is no sense in going into the negotiation
negotiation
with any intention other than to achieve
them because if you don't achieve them
then the negotiation will not be worthwhile
worthwhile
they therefore relate very closely to
your banner your best alternative to a
negotiated agreement because if the negotiation
negotiation
doesn't deliver the musts then you need
to revert
to a patent that does
the second category is the shoulds shoulds
shoulds
are things that a good negotiation will
also deliver
they're not absolutely crucial but
you're aiming for them
because they will make you feel that the
negotiation has been
a big success then
there are the goods the goods are the things
things
that if you can get them they will make
the negotiation
even better no one will consider the
negotiation anything other than a success
success
if you get the musts and the shreds but
don't achieve any of the goods
but it is worth putting in some extra effort
effort
to see if you can deliver some or all of
and finally the won'ts
these are the things that you would get
if you could get them
but you know that you can't you know the
effort to get them
the concessions you'll need to make are
not justified
by the value of these things and so you
are not going to waste your time
and let's face it negotiating collateral
in negotiating for these you will not do them
them
you won't do them
you can think of a moscow analysis
very much in terms of the pareto
principle the idea
that you get 80 percent of the benefit
from 20 percent of the concessions
those very very few
essential items the musts deliver a vast
majority of the benefit
a disproportionate amount of the rest of
the benefit is delivered by the shoulds
but the kuds do not deliver a whole lot
of benefit
even though there are loads of them and
the things you won't do
you won't do them because it'll take a
huge amount of work
to deliver a tiny amount of benefit
the best way to work with moscow
analysis is to put
everything you could possibly want from
the negotiation
each item onto a separate sticky note or card
card
then to create four posters a must
a should a could and a won't poster
and then to start to allocate those
cards to the posters and to prepare to negotiate
negotiate
as a team by discussing which card goes
on which poster
and to shift them around until you are
absolutely certain
that the cards are in the right place to represent
represent
the negotiating priorities
moscow analysis is a powerful tool
i use it a lot and i recommend you do
too please give us a thumbs up if you
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