Mind map
Negotiation Excellence: Successful Deal Making
Map content
Negotiation Excellence: Successful Deal Making
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
- 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.