How to Assess the Other Party when strategically planning a negotiation?

Assessing a counterparty simply means taking steps to uncover any relevant information about her. 

The most salient attributes to determine include: 

Interests or Objectives 

Begin with the understanding that the other party's interests (and the value of those interests) may differ from your own. 

Resistance Point and Alternatives 

The other party will likely have a resistance point with regard to these interests. 

The resistance point will likely be tied to the options available for a given interest or the collective interests at issue. 

Assessing these attributes of the counterparty can be quite difficult. 

Often, these attributes cannot be ascertained. Thus, a party must make assumptions or estimates regarding the other party's dispositions. 

In any event, a negotiator should attempt to uncover as much of said information as possible. 

Back to: Negotiations & Communications

What is Counter-Party Research?

Counterparty research should be carried out through two approaches: 

Indirect Assessment 

Indirect assessment might include: observations, consulting documentation and publications, speaking to knowledgeable individuals (such as friends, acquaintances, or experts), etc. It might also include anticipating the other partys interests (as if you were in their shoes). 

Direct Assessment 

This includes any straightforward method of determining key information about the other party. It might include asking the other party to discuss her goals (either at the table or before negotiations begin) or otherwise persuading the party to reveal this information. 

It might include conducting a preliminary interview, such as a broad discussion of what the other party would like to achieve in the upcoming negotiations (focus on broad interests, not just issues). 

It may also include seeking this information from records or third parties. 

Related Topics

• What is Strategy in Negotiation?
• How does Motivational Orientation affect strategic orientation?
• What is a strategic objective in a negotiation?
• What are some strategic objectives associated with negative outcomes?
• What is the process for developing a strategic negotiation plan?
• What is Self Assessment when strategically planning a negotiation?
• How should you proceed to Assess the Other Party when strategically planning a negotiation?
• How do you Assess the Situational Aspects when strategically planning a negotiation?
• How do you assess the Social Context when strategically planning a negotiation?
• What other factors are understood to affect strategy in a negotiation?
• Power Tactics and Strategy in a Negotiation?
• Tactics aimed at persuading a counterparty?
• Tactics to facilitate bargain within the Zone of Potential Agreement?
• Dealing with Distributive Negotiation Tactics?
• Integrative negotiation tactics?