CMN 4131 Chapter Notes - Chapter 5: Institute For Operations Research And The Management Sciences, Problem Solving, Final Crisis
Preliminary steps in preparing to negotiate (1) define and prioritize all your interests: you must thoroughly consider all matters related to your party"s interests: This process can also help a party see what is indispensable to them what they will not be bullied or bluffed out of: note: it is good to list in order of importance. Consult experts who can value things objectively. Parties that show up to negotiate unprepared often try to bluff their way through. This often leads to defensiveness and rigid position taking. Parties that do this have no clear sense of what anything is worth and are therefore unable to explore alternative means of satisfying both parties" interests. You must be clear about what your key interests are and why they are important. You can also examine other avenues of dispute resolution that you could take to satisfy your needs. Assessing the other party and your own assets.