Negotiation is the process of getting what you want for what you want. Negotiation happen everyday in every facet of life. But when representing a country, it is a huge responsibility. Because when we represent a country, the country pride is at our shoulder. It will be more important if we are going to negotiate with other countries as it will affects the relations between countries in the future, and it will be watched closely by the international community, So what determines whether negotiation is successful or a failure? One of the key tools to success is quantity and depth of preparation you undertake before sit down with your counterparts to discuss your deal. Negotiation has two outcomes you either get what you want (for what you want) or you fail. Failure could result in both failing to obtain what you want or trading over. Negotiation is typically seen as a four stage process, the first step and perhaps the most important step in negotiation is preparation. A negotiation can be won or lost in the preparation phase. Effective negotiation involves thoughtful planning and preparation. Along with good negotiating skills of the negotiators at the bargaining table, good research analysis is an important determinant of a negotiation outcome. But what does preparation entail? Simply put its knowing what you want, what you wont accept and factors that might influence the outcome of the deal.
According to Saner (2000), the three major phases of the negotiation life cycle are: Planning, Action and Assessment. The Planning process actually takes place before the major phase, i.e. Action, which is literally the negotiation period among the parties. The Planning phase includes identifying the problem area and awareness of conflicts, analysis of need and identifying the interests of the stakeholders, selecting the objective and strategy, selection of tactics and knowing the opponent. The Assessment phase consists in the evaluation of the negotiation, which...
Please join StudyMode to read the full document