The Negotiator's Primer, Part 3: Planning Your Negotiation

In the first part of this series that  we suggested that every negotiation is trying to accomplish three things. You're trying to achieve your own, real goals: you're trying to do it as efficiently as possible ; and you're trying to do it in a way that protects and builds your relationship with other parties to the negotiation.


In Part Two, we illustrated three approaches to negotiation, and suggested that the idea was one in which both parties identified and sought to meet their real goals, not just their negotiating positions.


Every formal negotiation can be broken down into four stages.


1. Decision to Undertake Negotiations

At this point the parties decide that a negotiation is required, and agree to commit the people, time and money required. Each appoints the negotiator or negotiating team; and the parties agree on the broad strokes of the approach they'll use in the negotiations


2. Planning

Both parties analyze the situation, define the primary and secondary issues, determine their own interests, and try to understand the other party and their interests. It's at this point that you dDevelop objectives, options and initial negotiating positions/


3. Negotiations:

The parties develop an agenda for negotiation, and get to know each other. If both parties are seeking a win/win resolution, they'll share their objectives with the other party, and commit to a win/win outcome.

During the negotiation proper, both sides will put their issues on the table, identify areas of disagreement, and work to find solutions, identifying options to solve areas of disagreement in the interests of both parties.


4. Agreement

AKA the happy ending. When agreement is reached, terms for implementation are agreed to by both parties and recorded.



The key requirement is planning, and that's the process we'll focus on now.The planning involved is similar to any other strategic planning process, such as development of a plan for your organization or community  - it's a matter of developing strategies in order to reach your goals and objectives.

As in any planning exercise, the first step is to understand the situation you are planning for. For negotiation with another party, this involves developing knowledge and understanding of yourself and the other party.


1. Know Yourself


Try to define clearly all the things that you want to get out of the negotiation. What are you trying to achieve?


Divide what you want to get out of the negotiations into three categories:

· Must: essential things that you must get out of the negotiations

· Want: things that are important but can be conceded in return for concessions from the other party

· Would be Nice: Things that are desirable but can be used for bargaining



2. Know the Other Party


Try to understand and define what the other party wants to get out of the negotiation. Take what you know in advance about their positions and try to get down to underlying interests on their part. What seem to be the essential things that they must get out of the negotiations?What are the outcomes they don't want and will bargain to avoid?


3. Map out the Issues


For the important issues, map out the nature of the disagreement or conflict. Write down a statement of each issue, and under it identify your own needs and concerns and those of the other party. This can take the form of a table or list:

Issue 1: __________________________________
Priority:


Our needs:
Their needs:

Our concerns:
Their concerns:

Areas of agreement:
Areas of disagreement:


This analysis provides the basis for developing goals for the negotiations.This can take the following form:


1. Statement of goals for the negotiations (what is to be achieved overall).

2. Specific objectives and options to address the key issues identified, in line with the overall goals, that meet your needs and concerns and those of the other party as much as possible.

3. Summary of initial positions: your best option in each case becomes your initial position to address the issue.


By developing an initial positions through an analysis of options in relation to your goals and needs, you have the freedom in negotiation to adapt your positions without sacrificing your real or high priority interests.


Once you've defined your goals, options and positions, there is one basic step left in planning:  identifying your Best Alternative to a negotiated agreement.

Your Best Alternative is the course of action you will take if you're not able to reach an agreement with the other party. If you had to walk away from negotiations, you need to know:

· What choices you have as alternatives to an agreement?

· To what extent  do these alternatives meet your needs and interests?


The Best Alternative to a negotiated agreement ensures that:

· You don’t feel cornered into agreeing to something you don’t like just in order to get an agreement;

· You have a measure to compare a proposed agreement against, that is, a proposed agreement should at least match or do better than your Best Alternative in meeting your needs.

We suggest you practice this approach at your next available opportunity - try consciously moving through the process and noting each step. Determine which elements of the approach work for you, which seem awkward, and how the approach can better be refined to reflect your needs and style.

A word of caution, though. For your first attempt, try something easy like a Land Claims Agreement or a major salary and benefits negotiation. Don't leap right into the really hard stuff, like getting your teenager to clean up his room.

Good luck!