Here are the major dimensions you should address in planning for a negotiation: 1. Understanding the issues

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Question:

Here are the major dimensions you should address in planning for a negotiation:

1. Understanding the issues -i.e. what is to be negotiated: merchandise or service, packaging, delivery, payment, time, terms, conditions..

2. Assembling the issues and defining the bargaining mix:

• Which issues are most important and which issues are less important?

• Which issues are linked to other issues, and which are separate or unconnected?

3. Defining the interests: What are the other party's primary underlying interests?

4. Defining Limits:

• What is our walkaway point on each issue -i.e. what is a minimally acceptable settlement for each issue or the issues as a package?

• If this negotiation fails, what is our best alternative to a negotiated agreement (BATNA)?

5. Defining targets and openings:

• What will be our preferred settlement in each issue?

• What will be our opening request for each issue?

• Where are we willing to trade off issues against each other in the bargaining mix?

6. Constituencies: To whom is the other party accountable for the solution -i.e. to whom does she or he have to report, explain or defend the outcome? Does this party also have to be involved in issue definition and goal setting?

7. The Other Party: Who is/are the other party/parties in the negotiation?

• What information do we have about them?

• What issues will they have?

• What priorities are they likely to have for their issues?

• What are their interests?

• What has been our past relationship with them? What future relationship do we need to have, or would like to have with them?

• What is their reputation and style, and how should I take this into consideration?

8. Selecting a strategy

• What overall negotiation strategy do I want to select? How important are the outcome and relationship with the other?

• What strategy do I expect the other party will be selecting?

9. Planning the issue presentation and defense:

• What research do I need to do on issues so that I can argue for them convincingly and compellingly?

• Do I have or can I prepare graphs, charts, and figures that will clearly communicate my preferences?

• In what order and sequence should I present the information?

• What arguments can I anticipate from the other party, and how am I going to counteract their arguments?

• What tactics will I use to present my arguments or defend against the other party's arguments?

• What tactics will I use to move us towards agreement?

• What roles will different people play in the negotiation?

10. Protocol:

• Where will we negotiate? Do we wish to influence the choice of location?

• When will we negotiate? Do we wish to influence the time and length of the negotiation?

• Who will be present at the actual negotiation meeting? Do we want to bring other parties to serve a particular purpose (e.g., an expert or observer)?

• Do we have an agenda? How can we help to either create the agenda or participate in its development?

• What we will we do if the negotiation fails?

• Who will write down and confirm the agreement? Do we need to have the contract reviewed by a professional (e.g., an attorney, accountant, agent)? Finally, a Planning Guide This planning guide my be completed for any upcoming important negotiation:

1. What are the issues to be negotiated? _____________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________

2. What are the priorities among the issues in the bargaining mix? ______________ ____________________________________________________________________________________________ ____________________________________________________________________________________________

3. What are the underlying primary interests? ______________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________

4. What are my limits on each issue -walkaway points and BATNA's? ____________ ____________________________________________________________________________________________ ____________________________________________________________________________________________

5. What are my target points and opening requests on these issues? _____________ ________________________________________________________________________________________________________________________________________________________________________________________ 6. Who are the most important constituencies to whom I am accountable? _____ ____________________________________________________________________________________________ ____________________________________________________________________________________________

7. What do I know about the other negotiator's interests, negotiating style, and personal reputation? ___________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________

8. What overall strategy do I want to pursue? ______________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________

9. What do I need to assemble: research, documents, charts and documents, etc., to make the most effective presentation on what I want to achieve? What tactics will I use to present my arguments or defend against the other negotiator's arguments? ________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________

10. What protocol is important for this negotiation: Where do we negotiate, when do we negotiate, who is present for the negotiation, what is the agenda to be followed, who will taking notes? Also, what is our backup plan if this negotiation fails? _______________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________ ____________________________________________________________________________________________