PLANNING AND PREPARATION FOR EFFECTIVE NEGOTIATION

PLANNING AND PREPARATION FOR EFFECTIVE NEGOTIATION

1. NEGOTIATION

   • AN INTERACTION BETWEEN TWO OR MORE INTERDEPENDENT PARTS THAT PERCEIVE INCOMPATIBLE OBJECTIVES.
     • SHAPES
       • RESOLVE A DISPUTE
       • GET A BETTER DEAL
       • FIND NEW SOLUTIONS THAT EITHER PARTY CAN NOT PERFORM BY ITSELF.

2. ASPECTS TO CONSIDER

   • EVALUATE THE HISTORICAL, POLITICAL, LEGAL AND CULTURAL CONTEXT
   • EVALUAR EL PROPÓSITO DE LA NEGOCIACIÓN
   • EVALUATE THE NATURE OF THE CONFLICT
   • EVALUATE THE TEMPORALITY OF NEGOTIATION
   • EVALUATE EXTERNAL LIMITATIONS
   • EVALUATE EXTERNAL RESTRICTIONS

3. CAREFUL ANALYSIS OF THE STRUCTURE OF NEGOTIATION

   • IDENTIFY THE NEGOTIATION PARTIES
   • DEFINE THE PROBLEMS
   • UNDERSTAND UNDERLYING INTERESTS
   • CONSIDER ALTERNATIVES
   • ESTABLISH THE IMPORTANCE OF THE PROBLEMS

4. A SUFFICIENT UNDERSTANDING OF THE SITUATION OF THE NEGOTIATION ALLOWS

   • IDENTIFY THE RULES OF THE GAME
   • IDENTIFY THE RESOURCES TO WHICH TO RECOVER
   • IDENTIFY THE RULES THAT YOU MUST COMPLY
   • IDENTIFY THE LIMITATIONS YOU MUST FACE.