Developing a negotiation strategy

Analyze the situation/conflict before entering into negotiations. There may be better ways to achieve your objectives, or the timing may be wrong, or other actions might be necessary to improve the prospects for a favorable outcome to the negotiation. Such an assessment includes consideration of alternatives to negotiation, possible terms of reference for the negotiation, as well as possible proposals to put on the table. One goal is to increase leverage, which is to better the prospects of a favorable negotiated outcome. Cultural differences as well as the behavior of potential spoilers should also be considered. Often, a third party might be needed in order to facilitate the negotiation.

The following section discusses all of these elements in more detail.