Approach to Negotiations

Feb 2018
 Take overall view
• Who are the persons involved in negotiations-directly
or indirectly ?
• What do they want to achieve?
• Where will they negotiate?
• What supports have each got?
• What are each person’s problems and opportunities,
strengths and weaknesses-BATNAs and reservation
prices?
• When will the negotiated agreement expire?
• What will happen if they reach or do not reach an
agreement?
Elections are good example to learn
how each party plans negotiations