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Mastering Negotiation Preparation: Strategies and Tips for Success

Enhance your negotiation skills by learning proven methods for preparation, information gathering, and strategic planning. Understand the importance of environmental factors and the roles of parties involved. Discover how to prioritize goals, define interests, choose effective strategies, set agendas, and build your BATNA. Take your negotiation game to the next level with practical tips and insights.

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Mastering Negotiation Preparation: Strategies and Tips for Success

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Presentation Transcript

  1. Preparation for Negotiations How to Prepare

  2. Preparation for Negotiations • Introduction • Information Gathering • Methods and Sources of Information Collecting • Making a Negotiation Plan

  3. Information Gathering • Roles of Negotiation Information • Information on Related Environmental Factors • Knowing the Opponent • Knowing Competitors • Knowing Oneself

  4. Roles of Negotiation Information • As the basis for working out strategic plans • As a means to control the negotiation process • As the medium between the two parties

  5. Information on Related Environmental Factors • The Political State • The legal System • Religious Beliefs • Business Conventions • Financial State • Social Customs • Infrastructure and Logistics System • Climate factor

  6. Importance of Knowledge • Knowing the Opponent • Nature of the company • Credit status and financial status • Individuals • Knowing competitors • Knowing oneself

  7. Making Negotiation Plans • Establishing goals • Clarifying objectives • Prioritizing one’s goals • Three levels of goals • Defining one’s interest • Choosing a Strategy • Setting an agenda • Building one’s BATNA • Choosing negotiation places • Adjusting based on reality backed up by learning

  8. Prioritizing One’s Goals • Three levels of goals • Ideal target • Minimum target • Realistic target

  9. Defining one’s interest • Substantive interest • Process-based interest • Relationship-based interest

  10. Choosing a Strategy • Avoidance • Competition • Accommodation • Compromise • Collaboration

  11. Setting an agenda • List all issues to be debated • Give time frames to each issue • Arrange order for the topics

  12. Building One’s BATNA • Best Alternative To a Negotiation Agreement

  13. Choosing Negotiation Places • Host Court • Guest Court • Third Party’s Court

  14. Rehearsing Roles • Discover advantages and disadvantages of the team • Determine the order of negotiation • Analyze what sticky problems might appear • Work out measures to deal with them

  15. Adjusting based on reality backed up by learning • A model of negotiation • Repeated cycles of • Learning • Planning

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