What are the most important issues to identify when preparing for a negotiation?

1 Issue 1: Interests

Interests are the underlying needs, values, and motivations that drive people to negotiate. They are different from positions, which are the specific demands or proposals that people make. Identifying your own interests and those of the other party can help you understand why they want what they want, and how you can find common ground or trade-offs. To identify interests, you can ask yourself and the other party questions such as: What are you trying to achieve? What are you afraid of losing? What are your priorities and preferences?

2 Issue 2: Power

Power is the ability to influence the outcome of the negotiation and the behavior of the other party. Power can come from different sources, such as information, resources, relationships, alternatives, legitimacy, or reputation. Identifying your own power and that of the other party can help you assess your strengths and weaknesses, and how you can use or balance them. To identify power, you can ask yourself and the other party questions such as: What are your best and worst options if the negotiation fails? What are your sources of leverage or pressure? What are the standards or norms that support your position?

3 Issue 3: Relationships

Relationships are the connections and interactions that exist between the parties before, during, and after the negotiation. They can affect the level of trust, cooperation, communication, and emotion that shape the negotiation. Identifying the quality and importance of your relationship with the other party can help you decide how to approach and manage the negotiation. To identify relationships, you can ask yourself and the other party questions such as: How do you view each other? How do you communicate and listen to each other? How do you handle conflicts and emotions?

4 Issue 4: Options

Options are the possible solutions or agreements that can satisfy the interests of both parties. They are different from positions, which are the initial or fixed offers that parties make. Identifying and generating options can help you expand the scope of the negotiation and create value for both sides. To identify and generate options, you can ask yourself and the other party questions such as: What are the possible ways to meet your interests? How can you combine or modify your positions? How can you create win-win outcomes?

5 Issue 5: Criteria

Criteria are the objective standards or benchmarks that can be used to evaluate the options and justify the agreement. They are different from preferences, which are the subjective opinions or feelings that parties have. Identifying and agreeing on criteria can help you avoid haggling and arguing over positions, and focus on finding a fair and rational solution. To identify and agree on criteria, you can ask yourself and the other party questions such as: What are the relevant facts or data that support your options? What are the accepted rules or principles that apply to your situation? What are the independent or neutral sources that can verify your claims?

6 Issue 6: Process

Process is the way the negotiation is conducted, including the agenda, the roles, the rules, the communication, and the decision-making. It can affect the efficiency, effectiveness, and satisfaction of the negotiation. Identifying and planning the process can help you set the tone and structure of the negotiation, and avoid misunderstandings or conflicts. To identify and plan the process, you can ask yourself and the other party questions such as: What are the main topics or stages of the negotiation? Who are the participants or representatives of each side? What are the ground rules or expectations for the negotiation?

7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?