Tools for Preparation
Preparing for a negotiation is a lot of work. The three main topics are: Starting Position, Goals, and Strategies. The pertinent questions for the starting position are: Who has the power? What are the alternative sources? What do we have in common? How dependent is the other side on the result? What personalities am I encountering? With respect to goals, we identify the best result and the walk-away point. For strategies we choose between pressure, partnership or avoidance based on bargaining power and timing.