Chapter 3

Steps of Prepare for

Negotiation
 Learning outcomes
By the end of this chapter, you should be able to:

• Define Planning.
1. Explain importance of the need to set the objectives of
preparing for negotiation.
2. Explain Key aspects of the negotiating process.

3. To know A detailed analysis of the steps of preparing

for negotiation.
 Learning outcomes
By the end of this chapter, you should be able to:

5- Identify the appropriate arrangement of

planning and preparation steps for negotiation
6- Determining the importance of data,
information and facts in the success of the
negotiating process
 Chapter Outline
1- Introduction.
2-The importance of the need to set the
objectives of preparing for negotiation.
3- Key aspects of the negotiating
process.
4- A detailed analysis of the steps of
preparing for negotiation
1.Introduction
Successful negotiations begin long
before they sit down to make the deal,
and no matter how skilled the
individuals are during the negotiations
Another thing you should keep in
mind in advance is the limits of
negotiation, or more specifically, what
you can give up until you get what you
want.
1.Introduction
Good preparation is the starting
point, and the point of arrival is
to achieve your negotiating
objectives, but the tools needed to
reach the point of arrival consist
of strategies that are employed at
the negotiating table.
 The importance of the need to set the
objectives of preparing for negotiation
- Setting a goal force, you to think about what you
want, why and what you're willing to give up in
exchange for it.
- Setting the goal helps you make concessions and
compromises as negotiations progress.
- It protects you to determine the goal of unstudied
agreements.
 The importance of the need to set the
objectives of preparing for negotiation
- The carefully planned strategy avoids the chaos and turmoil
that your opponent can exploit.
- Setting the goal helps you increase the price of the negotiation
process itself. Setting a goal helps you avoid the failure of
negotiations, as a break in negotiations often arises from a lack of
preparation.
- Most importantly, setting the goal allows you to reach a better
agreement, and any discount you have is likely to make sense if
you can show him from the outset that you know what you want.
3- Key aspects of the negotiation
preparation process

• 3/1/1 - Setting the goals to be achieved.

• 3/1/2- Identify opportunities and constraints
negotiated. 3/1/3- Identifying negotiating issues.
• 3/1/4- Study and processing of data, facts and
documents.
• 3/1/5 - Evaluating the negotiating position and

determining positions. .
3- Key aspects of the negotiation
preparation process

• 3/1/6-Identify alternative strategies and accompanying

tactics.
• 3/1/7 - Choose the negotiator or negotiating team.
• 3/1/8 - Setting the negotiating agenda.
• 3/1/9 - Choose the language of negotiation.
• 3/1/10 - Locating and equipping the negotiating place.
3- Key aspects of the negotiation
preparation process

• 3/1/11 - Communication arrangements.

• 3/1/12 - Opening session.
• 3/1/13- Identify alternative scenarios for the discussion
and dialogue plan.
• 3/1/14 - Scienific training.