N4

N4 : Summary

In this chapter, we discuss what negotiators should do before opening negotiations. Effective strategy and planning are the most critical precursors for achieving negotiation objectives. First, we should determine the main purpose for negotiators involve in the negotiation is to achieve their goals. Second, after negotiators articulate their goals, then move to the next element in the sequence: selecting and developing a strategy. Finally, there are nine points for negotiator to review. First, defining the issues. Second, assembling issues and defining the bargaining mix; Third, defining the interests at stake. Fourth, knowing the limits and alternative if this deal does not work out. Fifth, setting targets and openings and make sure where to begin. Sixth, knowing constituents and the social context of the negotiation. Seventh, analyzing the other party in the negotiation-what they want to achieve. Eighth, present a case clearly and to provide ample supporting facts and arguments. Ninth, make sure what protocol needs to be followed in the negotiation.