Planning is very necessary before negotiating in any situation. Most of the time negotiators fail to plan and hence loose on the opportunity. Effective planning leads our efforts to agreements. As also its important to understand that negotiation is an iterative process and hence need to modify and update with other side or party.
Following things needs to be considered in effective planning for negotiation:
1) Understand the key issues that must be resolved in the upcoming negotiation.
2) Put together all the issues together and understand the complexity of the bigger issue.
3) Identify the key issues out of all other negotiation points.
4) Define the limits, where we should walk away or find an alternative to deal.
5) Clarify the targets to be achieved and opening to points to begin the discussion with.
6) Understand your rights and what they expect out of you.
7) Understand other party’s goal, issues, strategies, interests, limits, alternatives, targets, openings and authority.
8) Plan the process by which you can present the logical idea to sell on your points
When we can understand all this factors and analyze them to our grater benefits, will have the clear sense of direction on how to drive the negotiation. This sense of confidence and clear direction is very important in effective negotiation.
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