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 Information on Related Environmental Factors Knowing the Opponent Knowing Competitors Knowing Oneself

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

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

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

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

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

Defining one’s interest Substantive interest Process-based interest Relationship-based interest

Choosing a Strategy Avoidance Competition Accommodation Compromise Collaboration

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

Building One’s BATNA Best Alternative To a Negotiation Agreement

Choosing Negotiation Places Host Court Guest Court Third Party’s Court

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

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