Planning and Preparation for Effective Negotiation

Planning and Preparation for Effective Negotiation

1. Analyze the negotiation structure and components

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

2. Negotiation Analysis

   • Update, Negotiation y Adjust
   • Negotiation situation
   • Own issues, interests, Batnas
   • Other party, issues, interests, batnas
   • Relationship between parties

3. Analyze the negotiation context

   • Assess the purpose of the negotiation
   • Assess the historical, political, legal, and cultural context in which negotiations take place
   • Assess the nature of the conflict
   • Assess the temporality of the negotiation
   • Assess external constraints
   • Assess external constraints place
   • Assess external constraints:Communication channels

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