1.One of the most popular forms of negotiation preparation involves using a Seven Elements approach, as first outlined in Getting to Yes: Negotiating Agreement Without Giving In by Roger Fisher, William Ury, and Bruce Patton. The Seven Elements include interests, options, legitimacy, alternatives, communication, relationship, and commitment. By considering all of these different elements of a successful negotiation, you can enter the negotiating room fully prepared and fully informed.
2.I will choose Integrative negotiation.Integrative negotiation is also called interest-based, merit-based, or principled negotiation. It is a set of techniques that attempts to improve the quality and likelihood of negotiated agreement by taking advantage of the fact that different parties often value various outcomes differently. While distributive negotiation assumes there is a fixed amount of value to be divided between the parties, integrative negotiation attempts to create value in the course of the negotiation by either compensating loss of one item with gains from another or by constructing or reframing the issues of the conflict in such a way that both parties benefit .However, even integrative negotiation is likely to have some distributive elements, especially when the different parties both value different items to the same degree or when details are left to be allocated at the end of the negotiation. While concession is mandatory for negotiations, research shows that people who concede more quickly, are less likely to explore all integrative and mutually beneficial solutions. Therefore, early conceding reduces the chance of an integrative negotiation.
3. Negotiation often occurs without a well-prepared strategy. Instead, most people interact with each other according to personal styles developed in their families, religions, and communities. Thus rather than pursuing a particular type of strategy, many individuals negotiate on the basis of habit, intuition, and stereotypes about other persons.
Your planning team must be able to call upon a variety of negotiating strategies that vary with the different types of conflicts it faces. Three basic strategies are:
1. Cooperative strategy. - This is also called the "soft bargaining" approach. It minimizes the degree of conflict by generating trust and kindness. You are looking for common ground and joint interests, and you want everyone to benefit. You compromise, and you expect other people to do the same. The approach is at its best when other individuals similarly cooperate. But it does not work when others regard your "soft" approach as a weakness that they can exploit.
2. Competitive strategy. - This is "hard bargaining" in which you give nothing and demand everything. You apply pressure to get your way. This approach is important when you absolutely must win, even if other persons will lose. The approach works well when you face weak or confused negotiators. It is less appropriate when a long-term relationship has to be maintained, or when your opponents are well prepared.
3.Analytical strategy. - In this approach, negotiation is a problem-solving exercise to create options that benefit everyone. This is sometimes called "interest-based bargaining," or "principled negotiation.
You try to:
(1) separate the people from the problem
(2) focus on interests, not positions
(3) generate options for mutual gain
(4) use objective criteria to make decisions.