Planning and Preparation for Effective Negotiation

Planning and Preparation for Effective Negotiation

1. In the negotiations the most important step toward successful is planning and preparation.

2. Steps to negotiation

   • Negotiation Analysis: Know the Situation, Yourself, and Your Opponent
   • Analyze the negotiation context: Opportunities and constraints
     • The important is the understanding of the bargaining situation
       • Allows the negotiators
         • Identify the rules of the game
           • Resources to draw upon
             • Norms to abide by
               • Constraints to deal with
   • Analyze the negotiation structure and components
     • as a complement, a careful analysis of the structure of the negotiation must be made, including who are the involved parties, what issues are to be negotiated, what are each party’s positions, interests, and preferences for these issues, and what are their best alternatives to a negotiated agreement.
       • 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.
       • 7. Assess your negotiation style.
       • 6. Determine the target/aspiration and reservation/resistance points.
       • 8. Practice perspective taking.
       • 9. Assess the relationship with the other party.
   • Conclusion: Planning and Preparation as an Ongoing Process

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