Negotiation Excellence

Negotiation Excellence

1. Negotiation Analysis: .

   • Interaction between two or more
   • Interdependent parties
   • Incompatible goals

2. Analyze: Opportunities and constraints

   • 1. Assess the historical, political, legal, and cultural context in which negotiations take place.
   • 2. Assess the purpose of the negotiation: Deal-making or dispute resolution?
   • 3. Assess the nature of the conflict
   • 4. Assess the temporality of the negotiation
   • 5. Assess external constraints
   • 6. Assess external constraints
   • 7. Assess external constraints

3. Analyze the negotiation structure and components

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

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