EFFECTIVE NEGOTIATION

EFFECTIVE NEGOTIATION

1. Know the Situation

   • An essential component of effective preparation is to conduct a well-rounded analysis of the bargaining situation, to understand not only one’s own positions, interests, priorities, and alternatives, but also those of the counterparts.

2. Opportunities and constraints

   • 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 with.

3. Analyze the negotiation structure and components

   • Diagnosis of the negotiation context should be complemented with a careful analysis of the structure of the negotiation, 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 (BATNA).

4. In addition, negotiation is often an emotion-laden process. Negotiators may come to the meetings with a rational analysis of possible outcomes. However, many of their aspirations may be thwarted in the encounters with the other party, a precondition for a wide range of emotions to arise

5. Although most planning and preparation takes place prior to the negotiation, they should be considered as an ongoing process that continues throughout the negotiation.

6. Understanding how cognitive and emotional factors influence pre-existing goals and planning accordingly will help negotiators develop strategies to counter their effects