PLANNING AND PREPARATION FOR EFFECTIVE NEGOTIATION

PLANNING AND PREPARATION FOR EFFECTIVE NEGOTIATION

1. Analyze the negotiation context: Opportunities and constraints

   • 1. Assess the historical, political, legal, and cultural context in which negotiations take place. Research has shown that the quality of deals negotiators reach is significantly influenced by their bargaining histories. 2. Assess the purpose of the negotiation. 3. Assess the nature of the conflict. 4. Assess the temporality of the negotiation. 5. Assess external constraints. 6. Assess external constraints. 7. Assess external constraints.

2. 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.