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1. The negotiations take place in a wide range of forms, whether for resolve a dispute, get a better try or find new solutions

2. Analyze the negotiation context: Opportunities and restrictions

   • Evaluate the historical, political, legal and cultural context in what negotiations take place
   • Evaluate the purpose of the negotiation
   • Evaluate the nature of the conflict
   • Evaluate the timing of negotiation
   • Evaluate external constraints: is time a problem?
   • Evaluate external constraints: place
   • Evaluate external limitations: communication channels

3. Analyze the negotiation structure and the components

   • Identify the negotiation parts
   • Define the problems
   • Understand the underlying interests
   • Consider alternatives
     • the negotiators must consider their BATNA. BATNA are the options that a party has if a negotiation fails
   • Create a scoring system and classify preferences
   • Determine the objective / aspiration and reserve / resistance points.
   • Evaluate your negotiation style
   • Practice taking perspective
   • Evaluate the relationship with the other party

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