Planning and Preparation forEffectiveNegotiationfor Effective Negotiation

Planning and Preparation forEffectiveNegotiationfor Effective Negotiation

1. Negotiation Analysis: Know the Situation, Yourself,andYourOpponentYourself, and Your Opponent

   • Negotiation is often defined as three “I’s” — an interactionbetween two or more interdependent parties who perceive incom-patible goals.

2. Analyze the negotiation structure and components

   • 1. Identify the negotiation parties. 2. Define the issues. 3. Understand the underlying interests. Identifying issues is about finding out what one wants. 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. Ideally, negotiators would like to have all the information they need about the other party’s posi-tions, interests, preferences, and alternatives, in order to achieve the best outcome possible. 9. Assess the relationship with the other party.

3. Laura Andrea Medina Rangel Valuation and negotiation of technology - Group212032_28

4. Analyze the negotiation context: Opportunities and constraints

   • aspects to consider when analyz-ing a negotiation situation.
     • 1.Assess the historical, political, legal, and cultural context in which negotiations take place. 2. Assess the purpose of the negotiation: Deal-making or dis-pute resolution? 3. Assess the nature of the conflict: Are ideologies involved? 4.Assess the temporality of the negotiation: One-shot or long-term? 5. Assess external constraints: Is time an issue? 6. Assess external constraints: Place. In addition to time con-straints, where negotiations take place also matters. 7. Assess external constraints: Communication channels.