PLANNING AND PREPARATION FOR EFFECTIVE NEGOTIATION

PLANNING AND PREPARATION FOR EFFECTIVE NEGOTIATION

1. The most important step toward successful negotiation

   • Dymamic communication process
     • New information
     • Concernts
     • Emotions
     • Goals

2. Understand of the bargaining situation allows to identify the rules of the game, resources to draw upon, norms to abide by, as well as constraints to deal with

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

3. Analyze the negotiation structure and components

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

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