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Individuals with higher levels of planning inclinations will have more successful negotiation outcomes than those who are less preparationinclined. | Chapter 3 Preparation & Planning Outline Importance of Planning Information Needs Negotiation Game Plan Intelligence Gathering Choice Point Contrivance & Response Negotiating Styles Why Plan? Critical to successful negotiations Provides the ability to set the tone and direction of the negotiation Individuals with higher levels of planning inclinations will have more successful negotiation outcomes than those who are less preparation-inclined. Information Needs Negotiators should know: Other parties’ needs & interests Available resources of the other party Reputation and styles of the other parties Ability and authority of other party to make agreements Strategies & tactics the other party might utilize Understanding of when the other party might walk away from the negotiations Negotiation Game Plan Important to be prepared for any situation – competitive or cooperative Organize Thoughts Identify Ideal Outcomes Develop Contingencies & BATNA Steps to Prepare for Negotiation Negotiation | Chapter 3 Preparation & Planning Outline Importance of Planning Information Needs Negotiation Game Plan Intelligence Gathering Choice Point Contrivance & Response Negotiating Styles Why Plan? Critical to successful negotiations Provides the ability to set the tone and direction of the negotiation Individuals with higher levels of planning inclinations will have more successful negotiation outcomes than those who are less preparation-inclined. Information Needs Negotiators should know: Other parties’ needs & interests Available resources of the other party Reputation and styles of the other parties Ability and authority of other party to make agreements Strategies & tactics the other party might utilize Understanding of when the other party might walk away from the negotiations Negotiation Game Plan Important to be prepared for any situation – competitive or cooperative Organize Thoughts Identify Ideal Outcomes Develop Contingencies & BATNA Steps to Prepare for Negotiation Negotiation Game Plan continued Identify communication elements Tone for negotiation (e.g. apologetic, determined, concerned) Frames for describing positions (e.g. metaphors, analogies) Body language to maximize effectiveness Claims, data, objective criteria Questions Persuasion strategies Methods to ensure commitments Intelligence Gathering Skilled negotiator gathers intelligence: Interests – mutual & divergent Concerns – mutual & divergent Emotional issues Primary claims Evidentiary support – strengths & weaknesses Potential avenues around resistance Style compatibility considerations ICE Model: Three Key Perspective-Shaping Factors Before beginning any negotiation, the three key perspective-shaping factors (interests, concerns & emotions) must be assessed – not assumed! Concerns Interests Emotions Identifying Interests Skilled negotiators must elicit information regarding the others’ interests – both mutual and divergent Utilize self-disclosure to encourage openness Share a story of a previous
