Q & A Table of Contents
How Can I Summarize The Main Points Of Negotiation?
From: Laila, Kuwait
Question: I need some negotiation advice or a quick outline on how build to build negotiation skills presentation. What I need to find out is what are the basic points that should be discussed in the presentation?
Response: To be brief, there are seven basic elements that should be considered when analyzing the negotiation process:
- The relationship among the parties.
- The parties' interests -- WHY they need to reach their stated objectives
- An understanding of the choices available if the parties cannot reach
agreement, often called their BATNA -- Best Alternative To a Negotiated Agreement
- Creativity which will expand the bargaining chips or choices among which the parties can choose to reach agreement
- Fairness -- a person who negotiates unfairly may be able to force an agreement, but the 'forced' party will be reluctant to fulfill their share of the agreement
- Whether commitment has been reached. Will the parties each feel committed to doing what they have agreed? Is each party capable of fulfilling his/her share of the deal?
- Negotiation is all about communicating information. If a party knows everything then why does s/he need to negotiate with anyone else?
And the foundation of good negotiation is preparation. Don't 'shoot from the hip'. Be prepared and the negotiation will bring you to a result that really works. If you are prepared you are less vulnerable to surprise, and that increases the likelihood you'll be happy with the result.
Good luck,
Steve
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