Planning and Preparation for Effective Negotiation

Planning and Preparation for Effective Negotiation

1. The purpose of this chapter, therefore, is to provide guidelines for effective planning and preparation both before and during the negotiation process, including guidelines for assessing the negotiation situation, analyzing the negotiation structure, planning for strategies that facilitate goal attainment, and re-orienting to manage contingencies that may arise during the dynamic, interactive negotiation process.

   • Negotiation Analysis: Know the Situation, Yourself, and Your Opponent
     • 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
       • Analyze the negotiation context: Opportunities and constraints
         • Assess the historical, political, legal, and cultural context in which negotiations take place. Negotiators who reached an impasse in a previous negotiation are more likely to repeat their failures because their prior experiences can influence how negotiators judge their skills, set their goals, and formulate their strategies.