Learning Unit 2 : Preparation

Like all effective communication/discussion, negotiations have to be planned. Of course, what Tim Hindle in his Negotiating Skills says is true.

Bear in mind that it is always impossible for a negotiator to much preparation.

However, the negotiator has to be prepared before the actual process of negotiation starts in two respects:

• Assessing the relative strength of the two parties
• The setting of negotiating objectives. At this stage, the negotiator should to try to answer the following two questions:
  1. What are the real issues?
  2. Which parties should be involved?

The first of these questions would make you feel confident and fully prepared on two things:

1. That you fully know the subject matter and are not likely to feel surprised or shaken by the other parties introducing unexpected facts or figures
2. That you are clear about what you want to achieve through discussion

Be realistic about objectives

It is important that you prepare your objectives realistically. Suppose you fail to persuade the other person to accept your ideal solution, then you should be prepared to come down in your expectations. But in such a situation of lowering your expectation, if the ideal is not achievable, you should be very clear and firm about the lowest outcome acceptable to you.
In the preparation stage, you should also plan out the best way of arguing your case, considering particularly the other persons likely view point and objectives. Assess the strength of each parties bargaining position

To be well prepared before the actual negotiating process begins consider the following:

• Be sure that you know enough about the subject matter to be discussed
• Decide your objectives and bottom value
• Plan how best to argue your case.