College Essays- Negotiation Planning
Various steps in negotiation planning
- Define the issue
- Assemble the issues and define the bargaining mix
- Assess constituents and the social context of the negotiation
- Analyze the other party
– Why do they want what they want?
– How can I present my case clearly and refute the other party’s arguments? - The bargaining mix is the combined list of issue
- Define your interests
- Why you want what you want
- Know your limits and alternatives
- Set your objectives (targets) and opening bids (where to start)Target is the outcome realistically expected Opening is the best that can be achieve
- Present the issues to the other party
- Define the protocol to be followed in the negotiation
