Planing and preparation for effective negotiation

Planing and preparation for effective negotiation

1. its purpose is to provide guidelines for effective planning and preparation

   • Analyze the negotiation context: Opportunities and constraints
     • WHAT THE NEGOTIATORS NEED TO DO BEFORE THE NEGOTIATIONS
       • NEGOTIATION IS THE DYNAMIC COMMUNICATION PROCESS BY WHICH NEW INFORMATION, CONCERTS, EMOTIONS AND GOALS CAN ARISE, NEGOTIATORS SHOULD PREPARE TO TREAT CONTINGENCIES AND FACTORS THAT COULD INTERFERE WITH THE OBJECTIVE
     • A sufficient understanding of the bargaining situation allows the negotiators to identify the rules of the game, resources to draw upon, norms to abide by, as well as constraints to deal.
   • 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
     • Determine the target/aspiration and reservation/resistance points.
     • Assess your negotiation style.
     • Practice perspective taking
     • Assess the relationship with the other party
     • Diagnosis of the negotiation context should be complemented with a careful analysis of the structure of the negotiation, including who are the involved parties
   • Analyze the negotiation structure and components