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PREPARATION OF NEGOTIATION (2/ PROBLEMS (Solutions AT the table (Realistic…
PREPARATION OF NEGOTIATION
1/ PEOPLE
With your own boss
Mandate
For you
For the other side
Possible level or agreement
authority
With the other negotiator
Existing Relationship ?
Good ?
Bad ?
Honnest Assessment of my reputation
Improving connection
With the stakeholders
Completing the mapping of all the stakeholders
Resource people
Friends/Foes
Allies/Competitors
Identify the power relations between them
Identify coalitions
2/ PROBLEMS
Motivations
For you
Needs
Interests
Passion
For the other side
Useful Categories of motivations
Solutions AT the table
Realistic
Implementable
Concrete
Creating value
Solutions AWAY from the table
realm of all the alternative solutions
Justification
Legitimate solutions
3/ PROCESS
Organization of the meeting
BEFORE (logistic)
Planning
Place
People
DURING (facilitation)
Process Methods
Products
Purpose