Preparation $-$ What to do before negotiation

Preparation: Self$-$Assessment

$1)$ What do I want $($target or aspiration$)?$

$2)$ What is my alternative to reaching agreement in this situation $($BATNA$)?$

$3)$ Determine your reservation point

$4)$ Be aware of focal points

$5)$ Beware of sunk costs

$6)$ Do not confuse your target point with your reservation point

$7)$ Identify the issues in the negotiation

$8)$ Identify the alternatives for each issue

$9)$ Identify equivalent packages of offers

$10)$ Assess your risk propensity

$11)$ Endowment effects

$12)$ Am I going to live to regret this?

$13)$ Violations of the sure thing principle

$14)$ Do I have an appropriate level of confidence?

Preparation: Assessing the Other Party

$1)$ Who are the other parties?

$2)$ Are the parties monolithic?

$3)$ Issue mix

$4)$ Others$$ interests and position

$5)$ Other negotiators$$ BATNAs

Preparation: Assessing the Situation

$1)$ Is the negotiation one$-$shot, long$-$term, or repetitive?

$2)$ Do the negotiations involve scarce resources, ideologies, or both?

$3)$ Is the negotiation one of necessity or opportunity?

$4)$ Is the negotiation an exchange or dispute situation?

$5)$ Are there linkage effects?

$6)$ Is agreement required?

$7)$ Is it legal to negotiate?

$8)$ Is ratification required?

$9)$ Are there time constraints or other time$-$related costs?

$10)$ Are contracts official or unofficial?

$11)$ Where do the negotiations take place?

$12)$ Are negotiations public or private?

$13)$ Is third$-$party intervention a possibility?

$14)$ What conventions guide the process of negotiation $($such as who makes the first offer$)?$

$15)$ Do negotiations involve more than one offer?

$16)$ Do negotiators communicate explicitly or tacitly?

$17)$ Is there a power differential between parties?

$18)$ Is precedent important?

Let's say you applied for a job position at the Coca$-$Cola Company as a $$Sales Representative$$ and this will be your first job interview. By following all the steps given above, you will be prepared before the negotiation. You are going to write each of the issues covered in the $$Preparation $$ What to do before negotiation?$$ chapter in detail.$$