PLANNING AND PREPARATION FOR EFFECTIVE NEGOTIATION

PLANNING AND PREPARATION FOR EFFECTIVE NEGOTIATION

1. NEGOTIATION ANALYSIS: KNOW THE SITUATION, YOURSELF, AND YOUR OPPONENT

   • ANALYZE THE NEGOTIATION CONTEXT: 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: Are ideologies involved?
     • 4. Assess the temporality of the negotiation: One-shot or long-term?
     • 5. Assess external constraints: Is time an issue?
     • 6. Assess external constraints: Place
     • 7. Assess external constraints: Communication channels
   • 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

2. CONCLUSION: PLANNING AND PREPARATION AS AN ONGOING PROCESS

   • Assessment of: negotiation situation; parties involved; own issues, interests, BATNAs; other party's issues, interests, BATNAs; relationship between parties.
     • Adjust
       • Negotiate
         • Update