Developing a strategy of negotiation needs to answer the questions:

What is the nature of the conflict?

What is the history leading up to this negotiation?

Who is involved and what are their perceptions of the

conflict?

What do you want from the negotiation?

What are your goals?

Follow up

Developing a strategy of negotiation also involves an analysis of the other

side's position needs to answer the questions:

What are they likely to ask for?

How entrenched are they likely to be in their position?

What intangible or hidden interests may be important to

them?

What might they be willing to settle for?