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Preparing for Negotiations

Preparing for Negotiations. Concepts in Preparation. How do to open the negotiations? Introductions and greetings Build a “comfort zone.” What do we discuss first? Interests Outline Mutuality Differences. Concepts in Preparation.

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Preparing for Negotiations

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  1. Preparing for Negotiations Copywrited by: Strategic Resolutions, LLC

  2. Concepts in Preparation • How do to open the negotiations? • Introductions and greetings • Build a “comfort zone.” • What do we discuss first? • Interests • Outline • Mutuality • Differences Copywrited by: Strategic Resolutions, LLC

  3. Concepts in Preparation • SWOT Analysis (need to analyze both yourself and the other party) Copywrited by: Strategic Resolutions, LLC

  4. The Elements of Negotiation Preparation • Content • Understanding: • What it is you are trying to accomplish. • What are the interests, the facts, the BATNAs. • Process • Understanding: • How are we going to do this (strategy and tactics). • How will the team be constructed • Who will have responsibility for what. • How will we handle the other side’s tactics. Copywrited by: Strategic Resolutions, LLC

  5. Key Concept in Preparation • Determining “Core Issues” • Synonymous with getting to the most basic interests. • What is causing the problem? • Need to look at the underlying problem, not the symptoms. • What needs to happen so that goals are met? • Is it resource or non-resource? Copywrited by: Strategic Resolutions, LLC

  6. Key Concept in Preparation • Avoid being fooled into thinking the symptoms are the core problem • We do this by effectively “peeling the onion” • Keep asking probing questions: • Why? • What we that accomplish? • Why do you think that will help? • Remember – making symptoms go away usually does not resolve the on-going problem Copywrited by: Strategic Resolutions, LLC

  7. Concepts in Preparation • Resource “Core Issues” • Would it surprise anyone that this is often a money question? • However, sometimes it can be such things as: • Raw materials • Labor • Time • Non-resource “Core Issues” Copywrited by: Strategic Resolutions, LLC

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