This is the preparation stage of negotiations, where the situation is assessed, and using the SAM (Strategy Assessment Matrix) model, a decision is made on which strategy to apply in the negotiations: Power, Partnership, or SMARTnership.

Negotiations involve people, and trust between both sides is a soft skill. However, trust in negotiations can be measured and evaluated. When there is a high level of trust between negotiation partners, it reduces costs and increases profits for both sides—and vice versa. In each specific case, the negotiator's task is to assess the current situation and choose communication and action methods that achieve the desired level of trust between the negotiation partners and optimize the economic value of the agreements.

Do you understand the rules of the specific negotiation game? Before starting negotiations, it is recommended to agree with the opponents on negotiation principles, strategy, decision-making processes, authorizations, and the COC (Code of Conduct). For example, according to SMARTnership™ principles, information must be shared, and discussions must be open and direct, but lying and bluffing are prohibited.

In business, there will always be costs and profits. Typically, in negotiations, each side aims to minimize costs to achieve optimal profit. However, every aspect of negotiation has value expressed in monetary terms, and this value is not the same for both sides. It is essential to know and share information with the opponent. Without these conditions, SMARTnership™ negotiations will not work, and the process will revert to the familiar starting point—Power negotiations focused solely on price.