Chapter 4 in “Essentials” explains ten specific steps for effective planning. (See pp. 97-110)
• Defining the issues.
• Assembling issues and defining the bargaining mix.
• Defining interests.
• Defining resistance points.
• Defining alternatives (BATNA).
• Defining one’s own objectives (targets) and opening bids (where to start).
• Assessing constituents and the social context in which the negotiation will occur.
• Analyzing the other party.
• Planning the issue presentation and defense.
• Defining protocol—where and when the negotiation will occur, who will be there,
what the agenda will be, and so on.
Address the first step: Defining the Issues, as to the Twin Lakes Mining Company Exercise, (“Readings, Exercises and Cases” pp 502-509) from the Twin Lakes Mining Company’s point of view. You are describing how you would plan the negotiation if you were the lead negotiator for the Mining Company. Include the factors that lead to a win-win solution. Remember, you only need to write about the first step. The attachment gives you a financial snapshot for reference.
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