What is Field Analysis of Negotiation
The field analysis of negotiation is an analysis tool to prepare for the upcoming negotiation by understanding the negotiating environment, the key parties, and their role in an upcoming negotiation. The field analysis of negotiation is consists of the five factors:
- Negotiator A (our negotiator)
- Negotiator B (othernegotiator)
- Indirect Affiliates (C)
- Observers (D)
- External factors (E)
By doing so, the field analysis will help you to prepare for an upcoming negotiation by understanding the character of everyone involved in this negotiation.
Negotiator A (Our Negotiator)
Negotiator A in the field analysis of negotiation represents our party’s negotiator. Our party needs to analysis about who to negotiate with for our party. To prepare you need to determine what kind of negotiation will happen by answering the following questions:
- Formal or informal negotiation?
- Group negotiator or one-man negotiator?
- Other party’s culture
- Character of the our negotiator
- Gender of the negotiator (to negotiation with some culture)
Negotiator B (Other Negotiator)
The negotiator B represents the opposite negotiator in the negotiation. In the field analysis of negotiation, you need to determine what the opposite negotiator needs to choose the right strategy to negotiate.
These following factors are the example factors that the negotiators need to determine opposite negotiator (Negotiator B):
- Character of the opposite negotiator and negotiation style
Indirect Affiliates (C)
Indirect affiliates for the field analysis of negotiation are people who are indirect participants in this negotiation. They are the same thing as coaches on the field who not playing the game themself.
For example, a manager who sent the negotiator to this negotiation.
Observers are the people who do not directly involve negotiator A and the negotiation plan. However, the observers were concerned with the outcome of the negotiation. Mostly, the observers in the field analysis are the top-level executive of the company.
Observers are the same as spectators in the sports stadium seats, they watch the game and want the result.
Effective Environment (E)
The effective environments are everything that uncontrollable but affect this negotiation directly. In basic business management, we are also known as the external factors, such as:
- Political that involves the deal
- Alternative to a negotiated
In other words, an effective environment is similar to everything that happening around the field, but it does affect the game, such as the weather which affects the game.