PLANNING AND PREPARATION FOR EFFECTIVE NEGOTIATION

PLANNING AND PREPARATION FOR EFFECTIVE NEGOTIATION

1. Is an interaction between two or more interdependent parties who perceive incompatible goals.

   • To reach a mutually acceptable agreement negotiation parties have to cooperate with and understand each other.

2. Create a scoring system and sort out preferences

   • It is important to sort out their own preferences.

3. Understand the underlying interests

   • It is about asking oneself why one wants those things

4. Define the issues

   • Single Issue
     • Negotiators tend to come with a clear position and fight for it.
   • Multiple Issues
     • They are more likely to focus on interests (i.e., their needs and concerns),
       • Negotiators tend to be more cooperative, striving for a win-win outcome based on the assumption that both parties’ needs and concerns can be met.
   • Intangible Issues
     • Negotiators’ identities, worldviews, face concerns, emotions, and the interpersonal rela-tionship between negotiators

5. The negotiation parties

   • A party to a negotiation is any person or group pursuing distinct goals in the context of a specific negotiation.
   • Hidden Table
     • Influential parties that are nevertheless not present in the actual negotiation

6. Consider alternatives

   • To have a realistic estimate of these parameters, negotiators need to consider their BATNAs. BATNAs are the options a party has if a negotiation fails.

7. Determine the target/aspiration and reservation/resistance points

   • These are the points at which negotiators can walk away from the negotiation.

8. Assess your negotiation style

   • Negotiators should conduct a self-assess-ment in terms of their attitude toward risks, preferred approach to conflict, and personal negotiation history.

9. Practice perspective taking.

   • Negotiators need to gather information about their counterpart before the negotiation.
     • Learning about the counterpart’s priorities and preferences allows negotiators to come up with specific strategies for formu-lating mutually acceptable solutions.

10. Assess the relationship with the other party.

    • This will create expectations for future encounters.