PLANNING AND PREPARING AN EFFECTIVE NEGOTIATION

PLANNING AND PREPARING AN EFFECTIVE NEGOTIATION

1. negotiation analysis

   • know the interests, needs, priorities and own alternatives
   • know the interests, needs, priorities and opposition alternatives

2. Analyze the negotiation context: opportunities and limitations

   • Evaluate the historical, political, legal and cultural context in which the negotiations take place.
   • Assess the purpose of the negotiation
   • Assess the nature of the conflict
     • cultural group
     • ethnic or social group
     • ideological group
   • Assess the temporality of the negotiation
     • short term
     • long term
   • Assess external constraints
     • weather
       • costs for delay in the negotiation
     • place
       • own territory, territory of the adversary, neutral territory
     • communication channels
       • personal, by telephone, videoconference, mail and others

3. Analyze the negotiation structure and components

   • Understand the underlying interests
   • Consider alternatives.
   • Determine the target/aspiration and reservation/resistance points
   • Create a scoring system and sort out preferences
   • Define the issues
   • Identify the negotiation parties
   • Assess your negotiation style
   • Practice perspective taking
   • Assess the relationship with the other party.
     • preexisting relationships, open exchange, difference of power, cultural differences.