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It is very important to prepare well for negotiations. In this article you will get a glimpse for preparations for negotiation.
You might think that the most experienced negotiators do not seem preparation is so important, that they just take it routine. It turns out that the answer is exactly the opposite - there is one thing they experienced emphasize it is that preparation is important. Very many acknowledge that experience in itself is not enough. Despite many years of experience in the respective industries are preparing the best negotiators themselves well to each negotiation.
The Program on Negotiation at Harvard Law School has developed for preparations for negotiation. We in Simoveo have created our own model for preparations for negotiation. We have used the Harvard model, but we have adapted the model on the basis of our research on Norwegian negotiation experts. Our preparation model are as follows:
First step: Interests and needs:
What interests and needs you have in negotiation? What interests and needs, the other party? It is important to go for a good round of this when you prepare. Put happy to create a ranked list of your and opponent's interests. This way you get a better understanding of the importance of the various factors in the negotiation is for you - and for the counterparty. In addition you will get a good overview of whether you have some similar interests.
The second step: BATNA:
The next step is to address the options for negotiation exists. If you have no alternatives to the forthcoming negotiations will be very dependent on getting to a solution. This weakens the bargaining strength. Therefore, it is important to find out what is your best alternative to a negotiated agreement. We call BATNA Best Alternative To a Negotiated Agreement. By knowing what your best is before you start negotiations, you will largely know how much you depend on to reach an agreement and how far you can push yourself.
Third step: Tradables:
Every negotiation involves a few different factors. Often these factors predetermined. In addition to these factors, it will almost always be a part of other items you can include in the negotiation. To include these could help to increase the value of the deal. Many tend to give away these free. It should not do. For although a thing may have little value for you, it may have great value for the counter-party. This is called tradables. Prior to each negotiation it is important to acquire an overview of tradables you have available and how to use them.
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| Seven Step To A Successful Negotiation |
Fourth step: External validation:
How can you argue for your views in the upcoming negotiations and what you build arguments on? You should as far as possible endeavor to build externally validated arguments. An externally validated argument is an argument that is substantiated by an independent third party. Examples include arguments based on statistics from Statistics Norway, Norway's Laws, customs and similar agreements.
Fifth step: Expectations:
Something often sinned against is to reconcile the expectations of hearing. Have you experienced getting back from negotiations with a relatively good result only to be met with disappointment? Then you have probably not made to adjust the expectations of those around you prior to negotiations. If you had taken the time to reality orientation those around you, they would have adjusted their expectations and been able to assess the results in a correct and sensible manner.
Sixth step: Cooperation Climate:
A straightforward tenet is that "You usually obtain the climate of cooperation you deserve." When negotiating with people you depend on to have that good relationship should facilitate that relationship can be safeguarded. If you should not have any more with the person to do after hearing are somewhat different. But remember that it is possible to maintain a good relationship even if you disagree. It is important to deal with the dispute in an orderly manner.
Seventh step: Communication:
How will you communicate in negotiation? What information should you share? What information should you not share? And what information is that you are dependent on the counterparty sharing with you? When the first step of preparation as in the other party's interests and needs went maybe you realize that there are limitations to what you know about the counterparty. What information are you missing? You may want to jot down specific questions you want to ask the counterparty to put in place this information.
Do you go through these seven steps before you enter negotiations must be much more that there are no unpleasant surprises along the way. Chances are also high that you get a smooth and effective negotiation.
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