College Essays- Negotiation Planning
Various steps in negotiation planning
Define the issue
Assemble the issues and define the bargaining mix
Assess constituents and the social context of the negotiation
Analyze the other party
– Why do they want what they want?
– How can I present my case clearly and refute the other party’s arguments?
The bargaining mix is the combined list of issue
Define your interests
Why you want what you want
Know your limits and alternatives
Set your objectives (targets) and opening bids (where to start)Target is the outcome realistically expected Opening is the best that can be achieve
Present the issues to the other party
Define the protocol to be followed in the negotiation
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