The document outlines steps for effectively preparing for a negotiation, including identifying interests, gaining understanding of other parties, and planning for resolution. It recommends listing priorities and common ground, understanding shifts in perceptions over time, and bridging differences with evidence while anticipating triggers and consequences to reach the best agreement.

1. PREPARING FOR A NEGOTIATON
John D. Hipsley
jhipsley@igc.org

2. Preparing for a Negotiation
• INTERESTS
• UNDERSTANDING
• RESOLUTION

3. 7 Interest Questions
7
Describe an ideal
agreement
6
Specify objective
criteria
5
Identity areas of
difference
4
Specify areas of
common ground
1
List and prioritize
your interests
2
List and prioritize
their interests
3
Define methods
of cooperation

4. 4 Understandings
1
Describe initial perceptions
4
Explain process of
changed feelings
2
Explain shifts in
perceptions
3
Describe initial feelings

5. 9 Steps to Resolution
1. Bridge alternative
perceptions with evidence
2. Anticipate
emotional triggers
3. Compare your short term emotional
return to long term financial gain
4. Specify next best alternative
(solution) to the problem
5. Prioritize
alternatives
6. Get educated on
potential issues
7. List consequences
of no agreement
8. Create two settlement
agreements
9. Describe value and
role of a neutral

6. LexIkon Learning from the Future