Sunday, 18 September 2016

The Four Critical Questions

The Forum produces research papers specifically designed to ensure that our negotiators have the information necessary to maximise their effectiveness at the table.

In particular, all papers must address these critical questions:

  1. Who are the stakeholders and what are their interests?
  2. What is the value of this issue (economic, political and social) to each of the parties involved?
  3. What is our best alternative to a negotiated agreement (BATNA)?
  4. How we can improve our BATNA or mitigate the downside?

Answers to these questions are essential if we are to take an integrative approach to the negotiations, seeking to conclude the best outcome achievable for both sides.

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