In addition to organisational preparation (see also our Case Study), it is essential to prepare intensively for negotiations in terms of content.
For this purpose, we have compiled a checklist for you along with the four principles of fact-based negotiation according to Harvard:
Negotiation goal
- My negotiating objective is …
- Price: Desired – Target Range – Limit
- My idea of a fair negotiation outcome
- With several people in the negotiation arena: Are the goals of all arena members the same? If not: Set priorities.
The Best Alternative to the Bargaining Agreement (BATNA)
- My best alternative is …
- The best alternative of the negotiating partners is probably …
Keep people and things apart and treat them separately: (1st Harvard Principle)
- What do I know about my negotiating partner? How do I treat the person?
- Are there issues on the emotional level that can prevent a good outcome?
- How much trust do I have in the other negotiating partner?
Interests. Do not focus on positions: (2nd Harvard principle)
- My interests are …
- The interests of the negotiating partners are probably …
- Which positions of my negotiating partner are known, and which interests lie behind them?
Develop options that are acceptable to both parties (3. Harvard principle)
- What possibilities could be developed?
Apply neutral criteria (4th Harvard principle)
- Both sides could accept the following benchmarks…
Strategy
- How do I want to proceed?
- internal arrangements
Klaus Fischer put together this toolbox for you.
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