ABSTRACT
The purpose of this chapter is to identify and illustrate some of the most common elements of negotiation which should receive attention at the pre-negotiation stage. At the preparation stage, each member of the team must consider his/her part of the job carefully, discussing between themselves difficult issues, and preparing strategies and alternative strategies. The preparatory stage cannot be activated unless the basic information about the proposed contract is at hand. In other words, both parties must have prepared the basic document in connection with the proposed contract negotiation. The preparation stage cannot be successful in the absence of suitable team members. Two objectives are important at this stage: to make the strategies absolutely clear; and to ensure that every member of the team has understood them. The loyalty of the members to the leader of the team must also be ensured. A team leader has thus an enormous responsibility in selecting the members of his/her team.
