Planning and Preparation for Effective Negotiation

Planning and Preparation for Effective Negotiation

1. Analyze the negotiation context

   • Aspects to Assess
     • The purpose of the negotiation
       • Deal
       • Dispute resolution
     • The nature of the conflict
     • The historical, political, legal and cultural context in which negotiations take place
     • The temporality of the negotiation
       • One-shot term
       • Long term
     • External constraints
       • Communication channels
       • Place
       • Is time an issue?

2. Analyze the negotiation structure and components

   • Identify the negotiation parties
   • Define the issues
   • Understand the underlying interests
   • Consider alternatives
   • Create a scoring system and sort out preferences
   • Determinate the target/aspiration and resrvation/resistance points
   • Asses negotiation style
   • Practice perspective taking
   • Asses the relationship with the other party