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What is the process for developing a strategic negotiation plan?
There is no single method for developing a strategic plan in a negotiation. Any plan, however, should incorporate the strategic objectives and tactics used in a manner consistent with your strategic orientation. Effective strategic preparation for a negotiation, at a minimum, encompasses four general abilities:
- Self-assessment – Evaluate the personal motivations and position (BATNA, Reservation Point, Target Point, etc.)
- Assessment of the counterparty – Evaluate the personal motivations and position (BATNA, Reservation Point, Target Point, etc.).
- Assessment of the situation – Situational aspects might include the location, medium, and time period of negotiation.
- Assessment of the social context – The social aspects might include the relevant customs, understanding, history between the parties.
Each of these abilities should be manifest in an ordered manner. Once again, this a proposed structure that could take any number of forms or orders. Ultimately, these assessments should result in the development of plans of action for the success or failure of the negotiation.
Discussion: What is your opinion on the prescribed approach to developing a strategic negotiation plan? Is this format realistic? Are there considerations or necessary information missing or unnecessary?