Summary
This chapter starts with exploring the broad process of strategy development, defining the negotiator’s goals and objectives, developing a strategy to address the issues, and finally addressing the typical stages and phases of an evolving negotiation and how different issues affecting the planning process.
These following issues will help a negotiator do carefully plans:
1. Understand the key issues that must be resolved in the upcoming negotiations
2. assemble all the issues together and understand the complexity of the bargaining mix
3. understand and define the key interests at stake that underlie the issues
4. define the limits – points where we will walk away – and alternatives – other deals we could do if this deal does not work out
5. clarify the targets to be achieved and the opening points – where we will begin the discussion
6. understand my constituents and what they expect of me
7. understand the other party in the negotiation – their goals, issues, strategies, interests, limits, alternatives, targets, openings and authority
8. plan the process by which I will present and “sell” my ideas to the other party
9. define the important points of protocol in the process – the agenda, who will be at the table or observing the negotiation, where and when we will negotiate
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