Planning and Preparation for EffectiveNegotiation

Planning and Preparation for EffectiveNegotiation

1. Negotiation Analysis: know the situation,yourself,and yuor opponent.

   • Analyze the negotiation context: Opportunities and constraints
     • Assess the historical, political, legal, and cultural
     • Assess the purpose of the negotiation
     • Assess the nature of the conflict
     • Assess the temporality of the negotiation
     • Assess external constraints
     • Assess external constraints
     • Assess external constraints
   • Analyze the negotiation structure and components
     • Identify the negotiation parties
     • Define the issues
     • Understand the underlying interests
     • Consider alternatives
     • Create a scoring system and sort out preferences
     • Determine the target/aspiration and reservation/resistance points.
     • Assess your negotiation style.
     • Practice perspective taking
     • Assess the relationship with the other party.

2. Conclusion: Planning and Preparation as an Ongoing Process