Preparation

  1. Determine your specific needs
  2. Analyze opponent’s position
  3. Use high level of expectation
  4. Develop maximum and minimum ranges for settlement
    1. Justifiable and supportable
    2. Concession pattern
  5. Determine arguments, counter-arguments and use of techniques
  6. Increase bargaining power
    1. Facts/figures
    2. Use of time
    3. Competition
    4. Bureaucracy
    5. Control environment…who, when, where
  7. Establish limit of authority
  8. Test position and strategy with colleagues
  9. Prepare agenda

 

Negotiation

  1. Agree on agenda
  2. Expose opponent’s limit of authority
  3. Expose opponents position
  4. Lay aside areas of agreement
  5. Problem solve where possible
  6. Expose opponent’s for settlement on unresolved issues
  7. Bargain to opponent’s limits
    1. Timing of offers and counter offers
    2. Present alternatives
    3. Concessions
    4. Use negotiating techniques
    5. Reach agreement –Memorandum of Understanding