This post is two of an eight part series focusing on negotiation preparation.
Define the Issues
The initial step when planning for a negotiation is to define the issues to be discussed. A negotiation usually involves a couple of big issues and several smaller ones. For example, when buying a car the major issues are typically price and make. The minor issues may include model, color, mileage, and other additional features that are relevant, but are not alone enough to make or break a deal. In any conflict, an inclusive inventory of the issues can be found by using these resources:
1. Analyzing our own history in comparable negotiations (e.g. your last vehicle purchasing experience).
2. Researching information beforehand (e.g. obtaining Kelley Blue Book values of the cars you are interested in purchasing).
3. Seeking advice from professionals to get their take on the situation (e.g. bring the car to an independent mechanic to do a throughout check of all the car’s vital functions).
Create the “Bargaining Mix”
In the car purchasing example, an agreement depends on several issues: price, make, model, color, mileage, etc. This list of issues in a negotiation is what comprises the bargaining mix. Each of these items can have its own starting, target, and resistance points. Some of these items will be important to both parties, (like the price of the car) while others may be relevant to only one side (such as color of the car). You need to be aware of which issues affect each side of the negotiation so that you can take the information into consideration in the planning process.
Define Your Interests
After you have identified the issues, you will define the purpose of the negotiation by bringing interests and needs to the surface. Identifying issues helps us classify what we want and defining interests helps to answer why. Asking “why” can help you discover critical values, principles, or needs that you seek to achieve in the negotiation.
The next step in the negotiation planning process we’ll cover in this series deals with Consulting with Others prior to the negotiation. To follow the next steps in this series, sign up to automatically receive new posts using your RSS Reader.
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Continuing the Discussion