The negotiation is successful in planning

The drama and theatricality that is seen during the clashes and conflicts can easily lead to believe that success lies in the bargaining power of persuasion, eloquence, and intelligent operation. What is drama class would be without these critical factors for fun? Although these elements may be the fun part for some negotiators, and the portions are certainly entertaining for observers, are the keys to successful trading.

This next quote is so important in "Essentials of Negotiation" by Lewicki, Saunders, Barry, Minton and that the authors are in italics. I note this because I want you to pay attention to this closely, "The foundation for success in negotiation is not in play or dramatic play. The dominant force for success in negotiation is the planning that occurs prior to the dialogue." Yes, the tactics used during negotiations are important, and success is also affected by how you react to the side and implement its negotiating strategy. However, the foundation of success is preparation.

There are many ways you can prepare for trading, and will not be a perfect way for everyone. By sharing different strategies, I hope you can absorb what is useful to your trading style and decide which phases of planning are required to participate in the negotiations that within

In "Essentials of negotiation," the authors of which ten areas to focus on design for effective negotiations both distributive and integrative. I want to share and comment briefly on the ten areas to consider:

1. Defining the issues. Analyze the overall situation and define the issues to be discussed. The most detailed, the better.

2. Mounting Problems and Defining the bargaining mix. Assemble the problems that have been defined in a list. The combination of lists from each side of the negotiation determines the mixture bargaining. Mixtures of bargaining large components and allow for many possible modes of settlement. However, mixtures of large bargaining can stretch the negotiations because of the many possible combinations to consider. Therefore, questions should be the priority.

3. Define your interests. After defining the issues, it is necessary to define the underlying interests and needs. Remember, the positions are what a trader wants. Interest is because they want to. Asking "why" will help define interests.

4. Know your limitations and alternatives. The limits are the point at which it stops the negotiation rather than continue. Settlements beyond this point are not acceptable. You need to know your point go away. The other alternatives are offered that allow you to get and still meet your needs. The best alternative you have, the more power you have in the negotiations.

5. Set goals and openings. The destination is where you realistically expect to reach an agreement. You can determine your target by asking what outcome you would be comfortable with, or to what extent would you be satisfied. The bid price or ask the opening is usually the best deal you can hope to achieve. One must be careful in inflating bids opening up to the point where they become self-defeating because they are too unrealistic.

6. Evaluate my constituents. When negotiating in a professional context, we are most likely many of the constituents to trading. Things to consider, direct actors, actors in front of the actors indirectly, interested observers, and environmental factors.

7. Analyzing the other party. Meeting with the other side allows you to learn what issues are important to them. Things to consider include existing resources, interests and needs. Moreover, taking into account their goals, alternatives, the style of negotiation, the authorities and the likely strategy and tactics.

8. What strategy I want to pursue? Most likely you are always determining your strategy, and were long the planning stages. However, remember not to confuse strategy with tactics. Determine if your strategy is the commitment of the competition (distributive bargaining), Collaboration (integrative negotiation), or accommodative negotiation.

9. How Will The Present problems for the other side? You should present your case clearly and provide extensive facts and arguments. It also wants to refute the arguments of the party with your own rebuttal. There are many ways to do this, and during the preparation is made to determine the best way to present your problems.

10. What protocol should be followed in this negotiation? Elements of protocol or process that should be considered include the agenda, the place of negotiation, the negotiation period, the other parties who may be involved in the negotiations, what could be done if the deal fails, and how shares keep track of what is decided? In most cases, it is best to discuss procedural matters before the major substantive issues are raised.

There are many different models of planning. Each emphasizes different elements in different sequences. These ten areas are what the authors of "Foundations of negotiation" believe they are the most important steps in the planning process. There is more for each of these areas that have had space to describe in this column. However, if you consider each of these ten areas during the planning, will be well prepared for the challenges they will face during the negotiations ....