*common mistakes to avoid
-not finding time to decide what you want
-confusing “let’s hear what they have to say” with preparation
-being unrealistic when deciding on your entry and exit points
-not prioritizing your wants
-not setting a range for each want
*Objectives
-identify and understand your opponent and your opponent’s position
-understand the proposal and its elements
-propose and counter-propose effectively
*Questions to ask yourself!
-are the opposition experienced negotiators?
-are there any differences in opinion among the opposition?
-do the opposition have the knowledge and facts necessary to achieve their aims?
-do the opposition have the power and authority to achieve their aims?
-are the opposition under pressure to settle quickly?
*what we need to know..
-look at their case
-assess their strengths
-identify their objectives
-analyze their weaknesses
-learn from earlier encounters
-use different sources of information
-find common ground