TOOL T-29 | Preparation Tool | Module 8: Facilitated Dialogue & Negotiation

Negotiation Preparation Guide

WHEN TO USE Before any negotiation session involving land, livelihood compensation, or other material terms.

How to Use It

1. Identify your interests: What do you actually need from this negotiation? List the two or three most important things.

2. Separate your interests from your position: Your position is what you are asking for; your interest is why you want it.

3. Identify your BATNA: What is the best outcome you can achieve if this negotiation fails?

4. Identify the other party's likely interests: What do they likely need from this negotiation?

5. Generate options: What solutions could potentially address both parties' interests?

6. Identify objective criteria: Are there external standards, precedents, or norms that could help evaluate options?

7. Plan your opening: How will you introduce your interests and invite the other party to share theirs?

Purpose

To support parties in preparing for negotiation by clarifying their interests (not just positions), identifying their BATNA (Best Alternative to a Negotiated Agreement), and developing options for resolution. Unprepared negotiation produces either capitulation or deadlock.

Field Rationale

In several sites, negotiation-type conversations occurred ad hoc without preparation. Parties entered with positions ('we want X') rather than interests ('what we need is security about Y'). Without preparation, discussions became debates, and debates do not produce durable agreements.