Negotiating---- prepare...prepare... prepare...and prepare some more.... Before Roger Fisher, William Ury, and Bruce Patton wrote the book "Getting to Yes" a negotiation was considered to be nothing but a bag of good tricks. However, after "Getting to Yes" was released, today's negotiations are geared towards meeting each sides interest, being fair, honest, considering relationships, exploring options, alternatives, respectful communication, objective criteria and commitments. A seasoned negotiatior may have a few tricks up their sleeve, but should be no more than knowing their aspiration and reservation base, and BATNA. Some key items to keep in mind when preparing to negotiate are interests; (yours and theirs), BATNA, aspiration base, reservation base, options, alternatives, and ZOPA. Interests are the underlying desires and concerns that motivate people to take a position. While their position is what they say they want, such as "I want to build my house here!", their interests are the reasons why they take that position (because I want a quiet lot with a good view of the city). Often parties' interests are compatible, and hence negotiable, even when their positions seem to be in complete opposition. BATNA is a term invented by Roger Fisher and William Ury which stands for "best alternative to a negotiated agreement." Any negotiator should determine his or her BATNA before agreeing to any negotiated settlement. If the settlement is as good as or better than one's BATNA, the agreement should be accepted. If the alternative is better, it should be pursued instead of the negotiated settlement. When one party's BATNA is good (or even if they just think it is good), they are unlikely to be willing to enter into negotiations, preferring instead to pursue their alternative option. Aspiration base is a realistic view of setting the highest achievable standard in terms of goals or objectives in concluding a negotiated agreement. Reservation base is the least favourable point at which one will accept a negotiated agreement. For example, for a seller this means the least amount (minimum) or bottom line they would be prepared to accept, while for a buyer it would mean the most (maximum) or bottom line that they would be prepared to pay. It is also sometimes referred to as the ‘walk away’ point. Options are solutions to a problem that are known by both parties and are being considered from the table. Alternatives are options for you that are unknown by the other party and are not on the table (like your BATNA). And finally, ZOPA is an acronym which means Zone of Possible Agreement. It is the range or area in which an agreement is satisfactory to both parties involved in the negotiation process. ZOPA or the agreement zone is essentially the range between each parties real base or bottom lines, and is the overlap area in the low and high range that each party is willing to pay or find acceptable in a negotiation. Remember, today's negotiations are widely principled and should be structured to meet everyone's interests. The key fundamental priciples are: 1) separate the people from the problem; 2) focus on interests, not positions; 3) invent options for mutual gain; and 4) insist on objective criteria. If you can accomplish these goals - then you will be known as an well prepared negotiatior and this permits you to allow for continued well respected relations with those around you. By, Randy Hoerschgen Thanks to: Richard Reuben, John Lande, and the text "Getting to Yes" by Roger Fisher, William Ury, and Bruce Patton