Planning and Preparation for Effective Negotiation

Planning and Preparation for Effective Negotiation

1. NEGOTIATION ANALYSIS

   • It is an interaction between two or more parties looking for a goal
     • characteristics
       • depend on each other to meet some needs
       • they perceive the interests of the other
   • OPPORTUNITIES AND RESTRICTIONS
     • Evaluate the purpose of the negotiation
       • try to exchange resources or make a deal
       • distributive negotiation strategies
         • The integrative negotiation
           • expand the cake for both parties
     • The nature of the conflict is evaluated
       • implies an analysis of the relationship between commercial interests and ideologies
     • Evaluate the timing of negotiation
     • Evaluate external constraints
       • The time pressure can trigger a need for closure
         • They can terminate the negotiation prematurely
       • turn limitations into opportunities
       • communication channels
         • Development of new technologies

2. IDENTIFY THE NEGOTIATION PARTS

   • Person or group pursuing different objectives
     • Preparation phase of a negotiation
     • Priorities and preferences are taken into account, different approaches
     • Define the problems
       • Influence strategies
       • its purpose by both parties
         • minimize fixed costs
       • Type of negotiations
         • Distributive
           • Looking to maximize your own part of a fixed amount of resources
         • Integrators
           • When negotiators add multiple
             • fighting for a win-win outcome
         • Punctuation system
           • assign a general numerical value to any contract
             • Options with well-specified probabilities
           • Evaluate the negotiation style
             • perform a self-assessment in terms of their attitude towards risks
   • Consider alternatives
     • set specific parameters, as the best possible business

3. Determine the objective / aspiration and reserve / resistance

   • calculate the resistance point
     • suma de todas las opciones multiplicadas por su probabilidad