Negotiation Excellence

Negotiation Excellence

1. Negotiation Analysis

   • An interaction between two or more interdependent parties who perceive incompatible goals.

2. Analyze the negotiation context

   • Opportunities and constraints
     • Assess the historical, political, legal, and cultural context in which negotiations take place.
       • How negotiators judge their skills, set their goals, and formulate their strategies
     • Assess the purpose of the negotiation
       • Deal-making or dispute resolution?
     • Assess the nature of the conflict
       • Conflicts and disputes
     • Assess the temporality of the negotiation
       • One-shot or longterm?
     • Assess external constraints
       • Time-related costs
     • Assess external constraints
       • In addition to time constraints, where negotiations take place also matters.
     • Assess external constraints
       • Communication channels

3. Analyze the negotiation structure and components

   • Identify the negotiation parties
     • A party to a negotiation is any person or group pursuing distinct goals in the context of a specific negotiation
   • Define the issues
     • Zero-sum, distributive negotiations, generally entail a competitive, win-lose approach
   • Understand the underlying interests
     • Identifying issues is about finding out what one wants
   • Consider alternatives
     • Negotiators need to set specific parameters for the negotiation
   • Create a scoring system and sort out preferences
     • It is important to sort out their own preferences
   • Determine the target/aspiration and reservation/resistance points
     • Knowing BATNAs and creating a scoring system
   • Assess your negotiation style
     • All negotiations involve an element of risk in some form
   • Practice perspective taking
     • Negotiators can develop a rough idea of the zone of potential agreement (ZOPA).

4. Planning and Preparation as an Ongoing Process

   • They should be considered as an ongoing process