Planning and Preparation for Effective Negotiation

Planning and Preparation for Effective Negotiation

1. Negotiations take place in a wide array of forms, whether to resolve a dispute, get a better deal, or find new solutions that neither party could realize on their own. The first, and often the most important step toward successful negotiation is planning and preparationThe first, and often the most important step toward successful negotiation is planning and preparation

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

   • Negotiation parties enter the negotiation because they depend on each other to fulfill some needs but also perceive the other party’s interests as conflicting with their own
     • Analyze the negotiation context: Opportunities and constraints
       • Assess the historical, political, legal, and cultural context in which negotiations take place
       • Assess the purpose of the negotiation: Deal-making or dispute
       • Assess the nature of the conflict: Are ideologies involved?
       • Assess the temporality of the negotiation:
       • Assess external constraints
       • Assess external constraints
     • 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