Peterson and Lucas (2001) pointed out that an area of the negotiating process that has received less attention than is warranted is the pre-negotiation phase of the process. This paper addresses four questions related to the pre-negotiation phase of the negotiating process. The four questions are as follows:
What are the fundamental phases of pre-negotiation?
What are the individual characteristics of negotiators?
Which of the characteristics of individual negotiators are most crucial the negotiation success?
Is the following statement made by Zhuge Liang (in Third Century China) an accurate observation? [ôThose who are skilled in combat do not become angered? Those who are skilled at winning do not become afraid? Thus the wise win before they fight, while the ignorant fight to winö.]
The Fundamental Phases of Pre-Negotiation
There are four fundamental sub-phases of the pre-negotiation phase of the negotiation process. The four sub-phases of pre-negotiation are (a) intelligence gathering, (b) formulation, (c) strategy, and (d) preparation (Peterson & Lucas, 2001).
Intelligence fathering involves locating, obtaining, and assessing all information that is relevant to both the issue(s) that will be negotiated and the people who one will confront in the negotiations. This information allows a negotiator to identify strengths and weaknesses in an opponentÆs position on the issue(s) to be negotiated, as well as in the opposing negotiatorÆs approach to the negotiation process (Peterson & Lucas, 2001).
Formulation involves defining the objectives of the negotiating process in relation to the issue(s) to be negotiated, as well establishing the goals of the negotiating process. Defining the objectives of the negotiations provides a plan that facilitates keeping the focus on the crucial points in the negotiating process. Establishing goals allows negotiators to known when they have attained the objectives of the ...