1. STRATEGIC NEGOTIATIONS
Lessons learned
Quynh Anh Le Nguyen
(MBA)
May 2012

2. Preparations before the Negotiation
• Create and bring trust to every team
member. Create solidarity to stay as
a strong team
• Do the homework: know our
strengths, weaknesses, our BATNAs
• Assess the counterpart’s BATNAs,
their mandates
• See if we can form a coalition,
change the coalition
• Assess the relationship between/
among every party and how we
would like it to be after the
negotiation
• Choosing the right person to act for
the characters (i.e., good cops, bad
cops, one who knows to convince
and to escalate,…)
• Thinking of structures for the
negotiation

3. In the Negotiation
• Create trust, bring trust to every
party, communicate during the
process to reinforce trust
• Be transparent, discuss issues
simultaneously
• Try to chair the table, change the
table, invent the table
• Share information, be open (of
course to the extent that’s good for
us and for everyone)
• Framing the issues cleverly
• Involve every party good enough so
they will try to think of solutions
• Be the one to set the constraints
• Get firmed up, write down every term
from the negotiation clearly

4. Key words for
Negotiations
Listening
Legitimacy
Relationship
Good process
Ethical
Keep everyone on the same page
Testing BATNAs
Changing, shifting priorities if
necessary when we know the BATNAs
Share to understand the underlying
reasons/ interests of each party

5. Access how
successful a
Negotiation
Results are better than our BATNA
We are happy if we get a least a
certain point (i.e., 60/100 from the
trade-off table)
Results are best or the most optimal
for everyone
Effective communication
High degree of trust and collaboration
No escalation
Fair (based on contributions)
If the result is only acceptable (not
preferable) for us, make sure we set
the constraints
Good relationship