Negotiation Excellence: Successful Deal

Negotiation Excellence: Successful Deal

1. Analize the negotiation structure and components

   • Create a scoring system and sort out preferences
   • Identify the negotiation parties
   • Define the issues
   • Understand the underlying
   • Consider Alternatives

2. aspects to consider when analyzing a negotiation situation

   • Assess the temporability of the negotiation
   • Asses the nature of the conflict
   • Assess the purpose of the negotiation: Deal-making or dispute resolution
   • Assess the historical, political, legal, and culture context in which negotiations take place

3. Cultural differences between negotiations parties, if underestimated, can pose barriers to effective negotiation.

4. Interaction betweentwo or more interdependent parties who perceive incompatible goals

5. Planning and Preparation conclusion: Planning and Preparation as an Ongoing Process

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