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Preparation for Negotiations

Preparation for Negotiations. How to Prepare. Preparation for Negotiations. Introduction Information Gathering Methods and Sources of Information Collecting Making a Negotiation Plan. Information Gathering. Roles of Negotiation Information

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Preparation for Negotiations

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  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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