PLANNING AND PREPARATION FOR EFFECTIVE NEGOTIATION

PLANNING AND PREPARATION FOR EFFECTIVE NEGOTIATION

1. an interaction between two or more parts interdependent that perceive objectives incompatible

2. wide variety of shapes

   • resolve a dispute

3. the codes of conduct that the perception of what is allowed or not allowed, that wait or not in a way negotiators expected

4. The negotiators who they came to a point dead

   • repeat your mistakes

5. Analyze the negotiation context: Opportunities and limitations

   • Evaluate external constraints
     • costs related to time
   • Evaluate the historical context, political, legal and cultural that the talks
   • Evaluate the effects of the negotiation
   • Evaluate nature of the conflict
     • custom
     • ideologies
   • Evaluate external constraints
     • Negotiators must take into account the properties of different communication channels
   • Evaluate the timing of the negotiation
     • it does not have future ramifications
       • example, to renew a
     • the issues go beyond the tangible and quantifiable
   • Evaluate external constraints
     • Negotiation on one's territory is normally considered an advantage

6. Analyze the structure and components of the negotiation

   • Identify the parties in negotiation
   • Define the problems
     • tends to have a strong influence on the strategies negotiators choose
   • Understand the underlying interests
     • try to find what you want
   • consider alternatives
     • point of destination or aspiration
     • point of the resistance or reserve point
   • Create a scoring system and order preferences
     • the values of each theme can be determined by observing preferences between simple hypothetical options
   • Evaluate your negotiation style
   • Determine destination / aspiration and reserve / resistance points
     • self-evaluation in terms of their attitude towards risks, the preferred approach to conflict, and personal negotiation history
       • the above will avoid irrational tendencies during the negotiation process
   • perspective of the practice of taking
     • collect information about your counterpart before negotiation in order to make appropriate judgments about compensation and concessions
   • Evaluate the relationship with the other party
     • have a significant influence