Planning and Preparation for Effective Negotiation.

Planning and Preparation for Effective Negotiation.

1. Negotiation Analysis:

   • Know the Situation, Yourself, and Your Opponent.

2. Analyze the negotiation context:

   • Opportunities and constraints
     • Assess the historical, political, legal, and cultural context in which negotiations take place.
     • Assess the purpose of the negotiation: Deal-making or dispute resolution?
     • Assess the nature of the conflict: Are ideologies involved?
     • Assess the temporality of the negotiation: One-shot or longterm?
     • Assess external constraints: Is time an issue?
     • Assess external constraints: Communication channels.
     • Assess external constraints: Place.

3. Analyze the negotiation structure and components

   • Identify the negotiation parties.
   • Define the issues.
   • Understand the underlying interests.
   • Consider alternatives.
   • Create a scoring system and sort out preferences.
   • Determine the target/aspiration and reservation/resistance points
   • Assess your negotiation style
   • Practice perspective taking
   • Assess the relationship with the other party.

4. Conclusion: Planning and Preparation as an Ongoing Process.

   • Negotiation preparation as an ongoing process.

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