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