Planning and Preparation for Effective Negotiation

Planning and Preparation for Effective Negotiation

1. what to do?: Know the Situation, Yourself, and Your Opponent

   • Conduct a complete analysis of the negotiation situation
   • Understand not only our situation, interests and priorities, but also those of the counterpart

2. Assess the purpose of the negotiation: Deal-making or dispute resolution?

3. Analyze the negotiation context: Opportunities and constraints

   • know the context
     • historical
     • political
     • legal

4. Assess the nature of the conflict:

   • ethnic
   • diverse cultural
   • social groups

5. Assess the temporality of the negotiation:

6. Assess external constraints:

   • time
   • costs
   • Communication channels.
     • videoconference
     • telephone
     • email,
     • instant messages

7. Analyze the negotiation structure and components

   • Identify the negotiation parties.
   • Define the issues
   • Understand the underlying interests.
   • Consider alternatives.

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