Field: Methods and Tools to support for negotiation and mediation

Examples: for commercial negotiations - price, delivery date, payment terms, quality requirements; for wage negotiations - salary relations of employees in different positions, division of work into fixed and variable parts, allowances with arduous work, etc.

Following a Situation we invent ourselves, because we want to practice this aspect of preparation.

Question: Analysing the goals of the partner

Identify the main areas of negotiation - key to negotiating from the partner's position. (from 5 to 10)

1..............

2..............

3.............

4..............

5............

6............

7..............

8..............

9..............

10.............

Structure of yours objectives

OBJECTIVES	MINIMUM	MAKSIMUM	IMPORTANCE	MOTIVATION
1. 2 3 4 5 6 7 8 9 10

Which areas do you consider to be:

• Shared,
• Could be the cause of conflict,
• Where there is room for concessions, they may care and we may not,
• What are the motives for our actions and how can they be satisfied alternatively.