planning and preparation for effective negotiation

planning and preparation for effective negotiation

1. Negotiations are held to find new solutions that none of the parties can realize for themselves, the most important step of negotiation is planning and preparation. This chapter seeks to provide the guidelines to achieve a strategy that allows the achievement of an objective objective.

   • The diagnosis of the negotiation context is a fundamental part and must be complemented by a careful analysis of the negotiation, taking into account the possibilities of who the parties are, and emphasis will be placed on which issues should be negotiated.
   • 1. Identification of the negotiation of the parties 2. Define the question 3. Understand theirs and interests 4. Consider alternatives 5. create a scoring system and sort preferences
     • Negotiation is defined as "I's" where two or more parties that perceive a goal interact but at the beginning have incompatibility. These enter the dependency because they depend on each other to supply a need. They must cooperate and understand each other to understand interests, destinations and alternatives, and also the counterparts.
   • Analyze the negotiation context: Opportunities and restrictions
     • Negotiations have always been present for thousands of years, in the economic, cultural, labor, and legal, based on the codes of conduct of what is allowed and what is not allowed. This allows us to identify the rules of the game, the resources to take advantage of, the rules to be followed, as well as the limitations to deal with other negotiators and their presentations.
   • Conclusion: planning and preparation as a continuous process
     • Something essential is that planning, preparation and negotiation should be considered a continuous process, due to several restrictions, negotiators may not be able to gather enough information about the other party, and this may cause new problems, deteriorate the relationship and some Concepts can change. Therefore, whenever something changes or new information is available, they tend to update their evaluations and therefore change their points of view, affecting the decisions made.