Preparation phase of negotiation
Explain why identifying and analyzing interest, goals, and power are necessary in the preparation phase of negotiation.
Preparation is important with any task; this is also true to negotiation, walking in blind to a negotiation without planning or analyzing could end the negotiation on a sour note. The interest, goals and power must be determined before the process can proceed to the next step.
Consider and discuss why deciding what you want may not be as easy as it sounds.
Do you think that using the term counterpart rather than opponent facilitates effective negotiation? If so, how?
What do you consider to be the most critical step in the negotiation preparation process?
Why is it necessary to determine three position points on each issue to be negotiated?
Explain why identifying and analyzing interest, goals, and power are necessary in the preparation phase of negotiation.
Preparation is important with any task; this is also true to negotiation, walking in blind to a negotiation without planning or analyzing could end the negotiation on a sour note. The interest, goals and power must be determined before the process can proceed to the next step.
Consider and discuss why deciding what you want may not be as easy as it sounds.
Do you think that using the term counterpart rather than opponent facilitates effective negotiation? If so, how?
What do you consider to be the most critical step in the negotiation preparation process?
Why is it necessary to determine three position points on each issue to be negotiated?
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