Complete The Attached Negotiation Preparation Document Prior

Complete The Attached Negotiation Preparation Document Prior To Negoti

Complete the attached negotiation preparation document prior to negotiating in the zoom session with your counterpart. See the sample integrative negotiation planning document that I have posted on ilearn. Position: What you ask for? Interests: Why you are asking for it? Priority: How important is this issue for you? BATNA: What is your best alternative to the negotiated outcome? RP: When will you walk away from the table? What is the least value that you are willing to accept? Work with the uncertainty--it is unclear what the other party wants in the negotiation. Take your best guess. FILL OUT THE FORM BELOW AS A SAMPLE, CHOOSE EITHER ONE

Paper For Above instruction

The negotiation preparation process is essential for achieving favorable outcomes during negotiations. Proper planning involves understanding both your own position and the potential interests and priorities of the other party. Prior to engaging in the negotiation, it is crucial to fill out a comprehensive preparation document that guides your strategy and expectations.

In this context, the preparation document requires detailed articulation of your position, which involves clearly defining what you are asking for during the negotiation. Your interests explain why you are requesting specific terms or concessions—these are your underlying motivations that drive your position. Additionally, assessing the priority of each issue helps determine which terms are essential and which are negotiable, guiding your concession strategy.

An important element of preparation is identifying your BATNA, or Best Alternative To a Negotiated Agreement. Knowing your BATNA ensures you do not accept a deal worse than your alternative options. Alongside this, establishing your Reservation Price (RP)—the minimum acceptable outcome—helps you determine the point at which you should walk away from the negotiation.

Given the inherent uncertainty about the other party’s interests and priorities, it is vital to work with assumptions and educated guesses regarding what they may want. This approach allows for flexible and adaptive negotiation strategies. Filling out the preparation form involves considering all these aspects and choosing an example or scenario to practice or simulate the negotiation.

By thoroughly preparing with this structured approach, negotiators increase their chances of reaching mutually satisfactory agreements, minimizing surprises, and managing their expectations effectively. Proper preparation also facilitates clearer communication and stronger bargaining positions during the negotiation session.

References

  • Fisher, R., Ury, W. L., & Patton, B. (2011). Getting to Yes: Negotiating Agreement Without Giving In. Penguin.
  • Shell, G. R. (2006). Bargaining for Advantage: Negotiation Strategies for Reasonable People. Penguin.
  • Lewicki, R. J., Barry, B., & Saunders, D. M. (2015). Negotiation. McGraw-Hill Education.
  • Thompson, L. (2015). The Mind and Heart of the Negotiator. Pearson.
  • Sebenius, J. K., & Lax, D. A. (2005). 3-D Negotiation: Powerful Strategies to Change the Game in Your Most Important Deals. Harvard Business Review Press.
  • Raiffa, H. (2002). Negotiation Analysis. Harvard University Press.
  • Malhotra, D., & Bazerman, M. H. (2007). Negotiation Genius: How to Overcome Obstacles and Achieve Brilliant Results at the Bargaining Table and Beyond. Bantam.
  • Ury, W. (1991). Getting Past No: Negotiating in Difficult Situations. Bantam Books.
  • Fisher, R., & Brown, M. (1988). Getting Together: Building Relationships As We Negotiate. Penguin.
  • Carnevale, P. J., & Pruitt, D. G. (1992). Negotiation in Social Conflict. Open University Press.

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