"It's a familiar cry for help, and the good news is that there is extensive research on the topic. Using that research, we have developed a powerful framework to prepare you for any negotiation. To help you remember, we call it the S-O-S framework, for Self-Assessment, Other Party Assessment, and Situation Assessment. By preparing in all three areas, you maximize your chances of success and enter any negotiation with confidence."
"Your self-assessment begins with identifying your BATNA or Best Alternative to a Negotiated Agreement [2]. This is your plan if you don't get a deal. Your BATNA is a real, objectively possible course of action that exists outside the current negotiation. For example, years ago, we purchased a car through a broker and received a great price. A colleague inquired about the deal we got on the car and then contacted our broker to obtain a quote for a new car she was interested in."
Extensive research shows that negotiation outcomes are largely decided before speaking, with preparation accounting for about 80% of success. The S-O-S framework—Self-Assessment, Other Party Assessment, and Situation Assessment—guides preparation to maximize results and confidence. Self-assessment centers on identifying a BATNA, a concrete alternative if no agreement is reached. The BATNA must be objectively possible and informs reservation points and walk-away decisions. Other party assessment focuses on understanding the counterpart's alternatives, interests, and priorities. Situation assessment addresses context, timing, and long-term relationship implications. Skilled negotiators prioritize long-term relationships and reputation while seeking the best possible agreements.
Read at Psychology Today
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