Chapter 1. PLANNING AND PREPARATION FOR EFFECTIVE NEGOTIATION

Chapter 1. PLANNING AND PREPARATION FOR EFFECTIVE NEGOTIATION

1. Negotiation Analysis: Know the Situation, Yourself,andYourOpponentYourself, and Your Opponent

   • Analyze the negotiation context: Opportunities and constraints
     • Assess the nature of the conflict: Are ideologies involved?
     • Assess external constraints: Is time an issue?
     • Assess external constraints
     • Assess external constraints: Communication channels
     • Assess the historical, political, legal, and cultural context in which negotiations take place.
     • Assess the purpose of the negotiation: Deal-making or dis-pute resolution?
     • Assess the temporality of the negotiation: One-shot or long-term?
   • Analyze the negotiation structure and components
     • Assess the relationship with the other party
     • Practice perspective taking.
     • Assess your negotiation style.
     • Determine the target/aspiration and reservation/resistance points.
     • Create a scoring system and sort out preferences
     • Consider alternatives
     • Understand the underlying interests
     • Define the issues.
     • Identify the negotiation parties.