Planning in Negotiation

Planning in Negotiation

1. By Alain Lempereur

2. Pillars

   • PEOPLE
     • 1. INSTRUCTIONS
       • • Mandate for you or for the other side
         • - Objectives: given, requested, discussed, writte
         • - Constraints (on objectives and/or means)
         • More or less leverage: "firm flexibility" (Pruitt)
         • • Possible levels of Agreement, of power:
           • Agreement to meet again
           • Agreement on process
           • Joint recommendation
           • Contingent agreement
           • Definitive agreement on every issu
     • 2. RELATIONS BETWEEN NEGOTIATORS
       • • Diagnostic of the past
         • • Possible actions for the future
           • - Do we have a relationship? If yes, good or bad one?
           • - Ways of building trust
           • - Honest assesment of my reputation, of my credit
           • - Improving the connection
     • 3. RELATIONSHIP MAP WITH STAKEHOLDERS
       • • Completing the mapping of all the "stakeholders"
         • - Anyone who can infuence or be affected by the negotiation
         • • Identifying the power relations between them:
           • - Deference, influence, antagonism
           • - Belonging to organizations
           • • Identifying the coalitions:
             • - My coalition
             • - Their coalition
             • - Possible facilitators or third parties in the middle
   • Problems
     • 4. MOTIVATIONS
       • • Needs, interests, passions
       • • Useful categories of motations
       • 5. SOLIUTIONS AT THE TABLE:
         • • S.A.T = Options to be negotiated with the other
         • • Realistic, implementable, concrete
         • • Key distinctions
         • 6. SOLUTIONS AWAY FROM THE TABLE:
           • • S.A.F.T = options each side can carry on without the other side's help
           • • Realm of all the alternative solutions
           • 7. YOUR JUSTIFICATION:
             • - What may help you justify a solution.
             • - What may "objectively" anchor a solution.
             • - What increases legitimacy beyond power struggle.
   • Process
     • 8. ORGANIZATION OF THE MEETING
       • • BEFORE: Logistics
       • • DURING: FACILITATION
       • • FACILITATION:
         • Why?
         • How?
         • What?
         • • LOGISTICS:
           • Who?
           • When?
           • Where?
           • 9. COMMUNICATION:
             • • Questions to ask
               • • Information to share

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