Name: Chen Yi-Ying Student Number: 100016622 Programme: Management Before negotiation, there are many things the negotiators need to consider and prepare. In this article, it will be divided into nine areas. (Francis, C., 2007) 1) Determine your goals.
Negotiators have to set a goal for the issue before executing negotiation process. The goal would be the supports for the arguments that the negotiator made and the guide which help the negotiator to achieve an agreement. The goal must be set accessing the S.M.A.R.T. formula (Specific, Measurable, Attainable, Realistic and Time bound). 2) What’s your BATNA?
The negotiators should have at least three chances for them to negotiate with the opponents. These three chances are the “Best Alternative to a Negotiated Agreement (BATNA)”. 3) What is your position?
Position is the specific goal that the negotiators need to achieve, want to achieve. The negotiators have to document these goals before negotiation. 4) Hide and Seek.
Before negotiation, the negotiators have to think about what things they and their opponents want to hide from and seek in the negotiation. 5) Find the missing link.
A profitable negotiation is to reach an agreement that satisfied both parties. Therefore, the negotiators have to know their opponents’ goals and positions and link the information to their own goals and positions. 6) What’s your bottom line?
The negotiators have to set a bottom line for the negotiation. When the deal meets the bottom line, the negotiators have to walk away from the negotiation. 7) Identify your trip wire.
The negotiators have to build a trip wire which is a better outcome than BATNA and bottom line. The trip wire will help the negotiators not making regretful agreement. 8) Where are you weak?
The negotiators have to know their own weaknesses and plan an effective responses for their weaknesses. 9) Giving concessions.
Before negotiation, the negotiator...
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