Negotiation Execution—Value Add and the ZomA

Abstract

The profound preparation of negotiations in business, in politics or other conflicts is important to the successful outcome of a negotiation and is the foundation of any transaction. The time required for this process and activity can play a significant role and extend the time duration for the actual negotiation execution. In usual cases, the preparation phase may take more than 50–70% of the actual debate and discussion. Negotiations will only succeed if there is adequate information about the negotiation opponent, his/her motives, the scope and other important elements such as personalities, objectives and intercultural issues.