Last week, it was stressed the importance of getting ready before starting a negotiation (link al post precedente). A specific tool, the Four Quadrants, was introduced in order to help negotiators think systematically and collect the right information beforehand. Today, a second tool, the Seven Elements, is introduced. For more information on these tools please check the book Beyond Machiavelli of Fisher, Kopelman, and Kupfer Schneider .
According to the authors, most of the Seven Elements “were originally introduced as a way of explaining the different components of negotiation, but subsequent experience has proven their usefulness as a preparation tool in any situation where persuasiveness may be demanded.” Therefore, before sitting at the negotiating table try and fill out as carefully as possible each of the items in the chart below.
|SEVEN ELEMENTS OF A CONFLICT SITUATION|
Have the parties explicitly understood their own interests?
Are sufficient options being generated?
Have relevant precedents and other outside standards of fairness been considered?
What is the ability of the parties to work together?
Is the way the parties communicate helping or interfering with their ability to deal constructively with the conflict?
Are potential commitments well-crafted?
Does each side understand its Best Alternative to Negotiated Agreement – its BATNA?