Use this framework to carefully frame the negotiation problem before you sit down with the individuals in the conflict.
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Goals and Expectations: 1. What is your understanding of the negotiation goals of the other persons(s), especially those whose interests are most different from yours? 2. What is your ideal goal in this negotiation? (the best result you can get from it) 3. Complete the following statement: "At the end of this negotiation, I will be very pleased if............................................................................" 4. When and how will you modify these expectations as the negotiation moves forward? |
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Compromises and Tradeoffs: 1. What do you need from the other person(s), and what are you prepared to trade for it? 2. What is the value of each compromise to the other person(s), and what is its cost to you? 3. Can you rank the possible compromises by priority? (i.e., from most to least acceptable) |
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Alternatives and Options: 1. Have you invested sufficient time and effort to develop as many negotiating options as you need? 2. What do you know about the options of the person(s) on the opposite side of the argument? (i.e., few or many, weak or strong, etc.) 3. Do you have a clear and workable "walk away" position in case the negotiation should go badly for you? |
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Source: Adapted from P. Casse, 1992, The One-Hour Negotiator, Butterworth-Heinemann, Ltd., Oxford, pp. 51-59. |
