Recently did some training with an NGO on negotiation. The training was on a live issue and so I took people through several concepts in negotiation and then did a follow up meeting to help them identify how to proceed and how to gather the data to back up their arguments.
Here’s a link to a paper that covers the theory – http://www.fao.org/docs/up/easypol/550/4-5_Negotiation_background_paper_179EN.pdf
We also looked at WATNA and BATNA – the worst and best alternatives to a negotiated settlement. These help you think through your bottom and top line, but also to enable the people you’re representing in the negotiation some input into the scope of your remit and for them to understand the constraints that are current.
And using the concepts from ‘Getting to Yes’ (from the Harvard Negotiation Project), the difference between principled and positional negotiation.