Negotiation Excellence: Successful Deal Making

Negotiation Excellence: Successful Deal Making

1. Analyze the negotiation context: Opportunities and constraints

   • 1. Assess the historical, political, legal, and cultural context in which negotiations take place
   • 2. Assess the purpose of the negotiation: Deal-making or dispute resolution
   • 3. Assess the nature of the conflict: Are ideologies involved?
   • 4. Assess the temporality of the negotiation: One-shot or long-term?
   • 5. Assess external constraints: Is time an issue?
   • 6. Assess external constraints
   • 7. Assess external constraints: Communication channels

2. Analyze the negotiation structure and components

   • 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.
   • 6. Determine the target/aspiration and reservation/resistance points.
   • 7. Assess your negotiation style.
   • 8. Practice perspective taking.
   • 9. Assess the relationship with the other party.

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