Negotiation Preparation Checklist
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This checklist outlines steps for effectively preparing for a negotiation, including identifying your objectives, interests and alternatives; researching the other side's potential interests and alternatives; understanding all issues being negotiated like price, delivery dates, and warranties; creating a scoring system to evaluate trade-offs; considering industry norms and precedents; addressing assumptions and information needs; brainstorming value-creating options; formulating an opening strategy; determining aspiration and walk-away points; and practicing through role-playing to explore interests, strategies, and prepare emotionally.
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1. What are the issues to be negotiated?
2. What are the priorities among the issues in the bargaining mix?
3. What are the primary underlying interests?
4. What are my limits on each issue-walkaway points and BATNAs?
5. What are my target points and openings requests on these issues?
6. Who are the important constituencies to whom I am accountable?
7. What do I know about the other negotiator’s interests, negotiating style, and personal reputation?
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500-100 words
Negotiation Event
Most individuals have participated in several larger negotiation events at some time or other. For example, you might have negotiated a car purchase, a home purchase, an apartment rental, the planning of a wedding, a business partnership, a babysitting arrangement, or even an agreement to take care of someone's yard for the summer.
Reflect on your negotiation history and identify a significant negotiation experience (in terms of size and scope).
For
the first paragraph
of your initial post, describe the negotiation event, including the participants, the key issues, and the outcome.
For
the second part
of your initial post, evaluate any
one
of the following starter bullet points, using research on course concepts to support your analysis.
Negotiations tend to follow stages or phases similar to the stages in decision making, including preparation, information sharing, problem-solving, and resolution. How would you categorize the events of your negotiation example into those stages? How did behaviors of the parties involved change during each stage?
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What interests were evident in your example? Which ones were substantive interests? Which ones were process interests? Which ones were relational interests? How did the parties reveal or discover the interests?
How did the interests impact the negotiation?
How did stereotyping influence the negotiation? How did other types of perception, selective perception, or perceptual distortions impact the process?
What positive and negative emotions impacted the negotiation? Why did those emotions surface? Did they come about because of:
The process being used
The way the negotiation developed
The relationship between the parties
The outcomes being discussed
The alternatives that existed
How could emotions have been used to enhance the negotiation (positive impact), or what could be done to reduce the effect of negative emotions in your negotiation?
How did the parties show their familiarity or lack of familiarity with the building blocks of negotiation?
How might the negotiation have been different if the parties had been familiar with the building blocks?
What types of leverage were available in the scenario? In what ways was the leverage used or not used? How was leverage used in an ethical or unethical way? How did leverage alter the negotiation?
Conclude your posting
with a summary paragraph that synthesizes one or two key issues or points of your initial post.
· Your initial post should be 1–2 pages (500–1,000 words) long.
· Cite any sources you use in APA format.
TextBook reference
Title:
Negotiation
Author:
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Negotiation PowerPoint Slides include topics such as: basic components of negotiation, questions to ask, identifying the issues, assembling the facts, negotiation success strategies, techniques, and tactics, pros and cons of various negotiation approaches, 22 characteristics of effective negotiation, mediation, arbitration, maximizing your appearance and mannerisms, how to's and much more.
Negotiation in Practice: CSJ
This document discusses various aspects of negotiation including definitions, strategies, tactics, and preparation techniques. It addresses broad definitions of negotiation, developing language for negotiation, different types of issues that may arise, and strategies parties can use including compromise, competing, collaborating, and integrating. It emphasizes the importance of preparation including understanding stakeholders' interests, determining your best alternative to a negotiated agreement, and using tools like BATNA and BUILDER for organizing relevant information.
CONFLICT AND NEGOTATIONS
This document provides an overview of organizational behavior concepts related to conflict and negotiations. It begins with learning objectives focused on understanding the different types and causes of conflict, and how to manage it effectively. It also covers the stages of negotiation and how to avoid common mistakes. The document then defines different types of conflict and discusses causes and outcomes. It provides strategies for managing conflict, such as changing team structures or problem solving. It also discusses different conflict handling styles and their appropriate uses. The document concludes by covering negotiation strategies and ethics.
Art science of win win negotiating for effective communication
The document discusses strategies for effective communication and win-win negotiating. It covers definitions of negotiation, the three phases of negotiating including preparation, the negotiation process, and follow up. Key aspects of principled negotiation are explored such as separating people from the problem and focusing on interests. Implementation mentality is emphasized, including ensuring agreements consider how they will work in practice and building support among stakeholders. The importance of addressing both the terms and "spirit of the deal" through an ongoing social contract is also highlighted.
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https://www.oeconsulting.com.sg/training-presentations]
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Negotiation Preparation Checklist
- 1. Ignite Communications http://www.ignitecommunications.co 1 Negotiation Preparation Checklist o Your objective o Your multiple interests o All issues in consideration (e.g., price, delivery date, warranty, etc.) o Create a scoring system for all issues in order to consider various packages with multiple issue trade-offs o Your BATNA o Other side: preliminary thoughts about their interests and BATNA o Norms, standards, or criteria that might be relevant in this negotiation (e.g., market rates, precedents, specifications) o What assumptions are you making? What information should you try to find out • During preparation • During negotiation o Research o Brainstorm possible value-creating options o Formulate strategy (e.g., opening offers, coalitions, strengthen your BATNA, how will you convey your perspective …) • What is your aspiration? • What is your walk-away point? o Role – play • to explore their interests • to try out negotiation strategies • to prepare emotionally