Giga Ltd, a mid-sized manufacturing company, is facing a dispute with one of its key suppliers over delayed payments and revised contract terms. To resolve the matter amicably, the Board of Directors has appointed Zoya,

The outcomes of the negotiation depend upon how well a negotiator prepares for it. A negotiation starts when the intention of the parties gets to "problem solving" and not holding onto their ego and clashes. When the parties take a step for resolving their disputes through negotiation, the responsibility of the negotiator to resolve their dispute increases. Therefore, a negotiator should prepare well in advance for the negotiation so that desired goals can be achieved through proper communication. Preparation for effective negotiation: Try to control the outside influences. Negotiation should happen in a quiet and calm atmosphere with no interference. Give proper introduction to the parties in Negotiation. Describe the process to the parties. Discuss the time available. Lay down ground rules. Understand the interests and expectations of the parties to the Negotiation. Assess the nature of relationship of the parties. Identify the issues to be discussed. Conducting negotiation effectively Information regarding: Actively listen the parties. Ask questions. Identify the areas of Agreement and Disagreement between the parties. Set the stage for problem solving. Study their responses to initiate the resolution. While having a "problem solving approach" share the information with the parties after taking caution. Explain the parties rationale and benefit of resolving the dispute. Segregate the information to come to solution. Bargaining Deal with one issue at a time. Compare the proposals given by the parties. Leave room for concessions. Don't lose track of underlying interests. Don't apply pressure on the parties for resolution. Remain Party Centric. Break impasse between the parties. Don't rush conclusions.