In both planning and execution, team alignment on the previous four areas is crucial. Here are some considerations in each area:
What are the objectives and desired outcomes for the team in this negotiation?
What are the key issues to be negotiated?
What is our settlement range for each issue?
- Opening position?
- Desired settlement point?
- Walk-away point?
Who will be involved in planning? Executing? Both?
Who is the leader of the team?
Who is designated as content expert?
Who will run the negotiation session?
Who has veto power? Or final authority?
Who will manage each stage of the negotiation?
Who talks to the other side?
What are the basic ground rules for the team?
Based on the tactical orientation, how will the team approach this negotiation? Win-win? Adversarial? Neutral?
What are the signals for caucusing? Taking a break? Moving to a new issue?
What are the value and order of currencies and concessions?
What are the nonnegotiables? Deal breakers?
What is the form for the final agreement?
Who and how will we manage implementation? Pitfalls? Missed items?
What are the negotiating styles on our team? Theirs?
Are there any personal issues within our team? With anyone on their team?
How can we reconcile or manage these differences before the negotiation?
Even though there are many issues to settle within the team before ...