planning. What makes an effective negotiator?. Integrity Patience Subject knowledge Listening skills Ability to persuade. Think clearly Preparation and planning Decisiveness Express thoughts Judgment and intelligence. The Ideal Negotiator. Preparation & planning Subject Knowledge
What is my alternative to reaching agreement (BATNA) and, so, my reservation point?
What is my target or aspiration?
What are my interests?
What issues am I concerned about?
What assumptions am I making and how can I validate them (what questions will I ask)?
What is my fall back plan?
Anticipate how the other party will respond to your tactics and if you want a different response, adjust your tactics accordingly.
…BATNA and reservation point.
…target or aspiration
… issues it’s concerned about
…assumptions it might be making
…fall back plan
Is the negotiation one time, repetitive, or long term?
Are there linkages?
Is agreement required?
Is it legal to negotiate?
Are third-parties involved, including ratification?
Are the right people at the table?
Is precedent important?
…is not to reach an agreement.
It’s to reach a good agreement.