Feedback Sheet - Explore the importance of Stakeholder Analysis
The Bargaining Zone model is provided below:
Person A

Acceptable goal
2
Desirable goal
1
Bargaining
zone
1
Desirable goal
2
Acceptable goal

Person B
Questions:
Why is it important to be able to analyse the other party in the negotiation?
What kind of things would you want to know about their position on the issue
under negotiation?
Feedback:
It is important to understand the needs, interests and approach of the other
party in negotiation in order to
Try to find common ground
Be prepared for their demands
Work out appropriate strategies for meeting any opposition
It is important to know what the other person really needs and wants from the
negotiation; this may be quite difficult because it is likely that s/he will ask for
rather more than that in the initial stages. The challenge is to try to assess
how much give and take is possible within the negotiation situation.
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