NEGOTIATION Dr. Ahmed Samir 1|Page NEGOTIATION INTEREST They are the motives from negotiation. These are the concerns, hope& fears of the negotiators. They are the reason why one negotiates. They are non-quantifiable or non-negotiable. They are included in the negotek planner & used in the preparation stage of negotiation process. It’s important to find out the inhibitors that may leads to other negotiator to reject our solution. ISSUES They are the agenda of negotiation. They are what negotiators want to deliver their interests. They are quantifiable & negotiable. They could be listed in negotek preparation planner then prioritized as high, medium & low. To ensure a successful negotiation avoid deadlock, high importance issue should be very minimal. Negotek preparation planner It’s a tool that presented by prof. Gavin Kennedy, to be used by efficient negotiators as a planning tool during preparation for a negotiation. The negotiator approaches the preparation phase through the following steps: 1. Data collection: presentation. collecting the necessary data that will assist in case 2|Page 2. Data analysis: to determine the interests, issues & positions. Once the issues have been determined, then we have to prepare a negotek planner by which we prioritize the issues according to their importance. H (High): most important to achieve, no deal without it. M (Medium): would like to achieve, if not achieved will not put negotiation jeopardy. L (Low): not very important, deal could be reached without it Setting out the tradable in ( H, M, L ) order. Adding the entry & exit points for each tradable which reflect the negotiators positions. Now, we have addressed all of the objectives of preparation phase and we can make a first-cut proposal. Issues Priority H M L Entry price Exit price Personality testing 1. Rubin & Brown orientation Postulated that 2 variables influence negotiation: a. Interpersonal orientation: social ability & social awareness. b. Motivati