The Planning Process

The foundation for success in negotiation is not in the game playing or the dramatics. We argue that the primary determinant for success in negotiation is in the planning that takes place prior to the dialogue. Effective planning requires hard work through considering the following points:

1. Define the negotiating goal.

2. Defining the major issues related to achieving the goal.

3. Assembling the issues, ranking their importance, and defining the bargaining mix.

4. Defining the interests.

5. Knowing your alternatives (BATNAs).

6. Knowing your limits, including a resistance point.

7. Analyzing and understanding the other party’s goals, issues, and resistance points.

8. Setting one’s own targets and opening bids.

9. Assessing the social context of negotiation (for example, who is at the table, who is not at the table but has a strong interest in the negotiation outcomes, and who is observing and critiquing the negotiation).

10. Presenting the issues to the other party: substance and process.