Negotiation: Preparation and managing expectations

Negotiation, in one form or another, is a fact of life. The term "negotiation" is generally associated with big issues such as collective bargaining agreements or the buying and selling of companies. However, the same type of process occurs in the daily interactions of a manager, both with people within his or her organization and with external individuals to whom he or she cannot impose his or her criteria, but whose cooperation is essential. The purpose of this technical note is to lay the groundwork for a better understanding of the negotiation preparation process by providing a conceptual framework with a set of principles that can be used as reference points when preparing for a negotiation, during the negotiation itself, and, above all, in the subsequent review of its development. The ultimate goal is to continue to improve a skill that has no limits to its development. This note replaces PN-370-E Negotiation: The Process of Solving Problems and Creating Value. Principles by Richard T. Pascale and Juan Roure.