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Negotiation is a process of dealing with an issues or problem. The process apprehends conflict.
While encounter conflict - foremost decision to be taken; a. to negotiate a conflict or b. to avoid conflict.
If you choose to engage the conflict and negotiate a solution, you need to prepare to do so. Lets find out what information deals with planning considerations.
1. Conflict relationship 2. Goals: 3. Issues: 4. Analysis of the other party: 5. Strategic considerations:
6. Negotiation environment:
7. Negotiation Process:
1. Conflict Relationship : a. What kind of conflict is this likely to be? b. Are resources limited and fixed? c. Is it possible for all parties to achieve their goals? d. What has been the nature of my relationship with the other party in the past?
i. Is the other party negotiating for his own / others interests? _______________________________________
b. What definite goals are most important (priorities)? c. What are my low-priority goals in the negotiation? d. What low-priority goals are important in order of its priority?
e. What is the relative importance of low-priorities to high-priorities? f. What low / high priorities for other party?
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i. Are issues complex & should they be scaled down into smaller issues (fractionated)?
j. Given my goals, assumptions, and information about the other party, what settlements are possible from this negotiation?
i. What is the best settlement I could expect-ideal point? ii. What would be a "fair / reasonable" deal-target point? iii. What would be minimally acceptable outcome (resistance point), beyond which I would prefer no agreement? Note: Anticipated settlements can be determined issue by issue and / or for the negotiation overall.
4. Analysis of the other party: a. What are the other party's major relevant characteristics? (experience, age, gender,
background, etc.)
c. How has the other party negotiated (with me or with others) in the past?
d. How might I tentatively characterize the other party? ( as a colleague / partner / adversary /
rival / opponent / enemy) Note: i. do not develop fixed perceptions; ii. avoid a "self-fulfilling prediction.
e. What are the other party's goals and issues? f. How might the other party define the conflict strategically? (e.g., distributive /
competitive / integrative / problem- solving)
d. How will the other party likely to try to influence me? e. What are the other party's persuasive appeals and arguments? strongest
f. What are the weakest points in my overall position and on specific issues?
g. What are the weakest points in the other party's overall position and on specific issues?
6. Negotiation Environment:
a. Where will the negotiation take place?
7. Negotiation Process: a. Before the negotiation begins, do procedural rules need to be discussed?
a. Should an agenda be set? b. What are my most important concerns regarding procedures, rules, and an agenda?
b. What kind of strategy do I want to use in this negotiation? (distributive, collaborative, compromise,
or a mixed strategy)
d. How do I need to get the other negotiator to do to make this strategy work?
e. How can I influence the other party and what tactics can I use to maintain this strategy? f. If my strategy or plan does not work, what is my fall-back option? g. What is my Best Alternative to a Negotiated Agreement? ---------------------------------
> Put yourself into the other's shoes so they both will understand each other's point of view.
> This identifies differences in perceptions, recognizes / understands emotions at both ends.
> Focus on interests, rather than positions. people from opposite positions, may have common interests.
> While negotiating, write-down each group's interests as they are discovered.
Note: Emotional Interests involve important human needs: (security, economic well-being, a sense of belonging, recognition) and they are difficult to negotiate take better attention.
> Try to meet as many of each side's interests as possible. > Start by inviting all sides to brainstorm ideas before reaching a decision.
Some obstacles to developing innovative options are: * Judging and rejecting prematurely * Searching for a single best answer * Putting limits on scope or vision * Considering only your own interests
b. Focus on shared interests to make the process smoother for all involved. c. Look for meaningful opportunities, not simple solutions.
Thank You