NEGOTIATION

PROCESS :
PREPARATION
Group A

Nurainun Monika Refsi

Siregar

Resky Idul Adham

Putri Dian Utami

 PREPARATION
There is no good short cut to Preparation. It is the first
stage of any negotiation, though people often don't
give it the time it warrants. They often charge into
the Information Exchange Stage, or even directly to
Bargaining.
Preparation starts with determining if this is a
potential collaborative situation so that you can
select the better strategy. Next you spend time
researching information, analyzing data and
leverage, and identifying interests and positions.
Finally, you have to consider the relationship you
 Five Key Elements of
Negotiation Preparation
Initial points to consider
Should I be negotiating?
What I need to know
Organize information
Research covers
Players and stakeholders
The fact base
Standards and benchmarks
Analysis includes
Re-organizing data
Anticipating what will happen
Assessing strengths and risks
Identification of your and their
Interests
Positions: Goals, Most Desired
Outcomes, and Least Acceptable
Agreements
Best Alternatives to a Negotiated
Agreement
Concessions
Know the relationship you want
to build
Plan to build trust
Prepare for emotional reactions
Develop Probes to discover "Don't
knows" and test Assumptions
THANK YOU
 Preparation and Planning
Preparation and planningis the first step in the negotiation
process. Here, both parties will organize and accumulate the
information necessary to have an effective negotiation.
Information can be powerful in negotiations and help add
validity to claims. Both companies should investigate each
other's history and try and figure out what the opening offer will
be for the paint job.