Planning and Preparation for Effective Negotiation

Planning and Preparation for Effective Negotiation

1. Negotiation Analysis

   • Negotiation situation
   • Update, Negotiation and Adjust
   • Own issues, interests, Batnas
   • Other party, issues, interests,batnas
   • Relationship between parties

2. Analyze the negotiation structure and components

   • Define the issues
   • Consider alternatives
   • Identify the negotiation parties
   • Practice perspective taking
   • Assess the relationship with the other party
   • Create a scoring system and sort out preferences
   • Understand the undelying interests

3. Analyze the negotiation context: Opportunities and constraints

   • Assess the nature of the conflict
   • Assess the purpose of the negotiation
   • Assess external constraints
   • Assess the temporality of the negotatiation

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