PLANNING AN PREPARATION FOR EFFECTIVE NEGOTATION

PLANNING AN PREPARATION FOR EFFECTIVE NEGOTATION

1. the most importan step toward sucessful negotation is planning and preparation according. thompson 2009

2. the planning and preparation goes beyond the commercial area should be done before the negotiation since this is dynamic is a communication process where new objectives can arise

3. 1. Assess the historical, political, legal and cultural context in what negotiations take place The research has shown that the quality of the deals reached by the negotiators is significantly influenced by their Negotiation histories (O'Connor et al., 2005).

4. the parties to the negotiation depends on one another to satisfy needs but they also perceive the interests of the other party as conflicts. For that, the objectives must be stated from the beginning and cooperate in reaching each one of them in both parts.

   • The ZOPA is a range in which each party would be better off reachig an agreement than going with their BATNAn.

5. Negotiators should be mindful of the properties of various communication channels (e.g., telephone, videoconference, email, instant messages) as well as their potential influence on negotiation process and outcomes to make a sound choice.

6. Negotiators need to find out as much as possible about the inner dynamics of the other parties involved because this knowledge will allow them to make educated choices in whom to approach about what issues and at what stage in the negotiation process.

7. Negotiators or mediators must prepare strategies for dealing with the emotions that may arise from identity- and value-based discussions, in order to promote mutual understanding, build trust, and produce attitudinal change. Understand the underlying interests.

8. Negotiators need to know how much risk they are willing to take and be realistic about the profit that can be achieved with that level of risk.

9. Research has found that perspective taking can decrease negotiators’ cognitive biases, such as stereotyping and confirmation bias, and facilitate social coordination (e.g., Galinsky and Moskowitz, 2000)