Greetings to all my followers and those who each day are adding, always with the positive energy put in you, to share this post. A few days ago we talked about the elements that are present or are part of the negotiation.

I also explained that in that process, the first phase is known as PRE-negotiation or planning phase and even diagnosis of negotiation and where I would stop some time because of its importance (Figure1).

At this stage, the stakeholders have not sat down to negotiate or have had little physical contact, unless they have had a long track record of negotiations, but there is certainly an awareness of the possibility of negotiating. For example, if you want to go to the movies with your partner, even without contacting your partner, you think about the movie you could see together, but surely you won't be surprised that your partner wants to see a different movie and there will probably start negotiating.

In this phase the search for information is transcendental and many questions are asked, among these: what do I want to negotiate?, where do I want to negotiate?, what do I want to negotiate?, who are willing to negotiate?, how should I or want to negotiate?. (Figure 2)

To sort all these questions you need a Plan, which usually starts with the definition of our interests and objectives, but also in thinking, what would be the interests and objectives of the other party.

The interests are linked to a need and motivation, the objectives to an ideal of the business and to obtain Results. Let's see an example:

Suppose you want to buy a house. Imagine also that you want it on a mountain with all the services and four rooms, in short, the house of your Dreams.

As long as interest is maintained it will be worth negotiating and the objectives in some cases could be modified or sacrificed. If it becomes obsessive for you to fulfill goals, you may lose the vision of the business, you can maintain positions and be very stubborn, competitive, hard and little conciliatory, but you can lose what really keeps you there, the reason for being.

In international negotiation It is important to know the style of the negotiators, some cultures emphasize the objectives and positions, others in cultivating long-term relationships, in the solution of joint problems.

Once the interests and objectives are defined, we design our strategies, tactics and techniques, but we also have to anticipate what would be the other Side. In addition, we must structure an agenda with the possible points to.

During this phase it is necessary to specify the headquarters of the Negotiation. At the international level, on many occasions it is necessary to go to the embassies and consulates or their chancellors, being important to study the customs and rules of etiquette and protocol of each country.