The Three Questions Every Negotiator Must Ask | Tafawuud Negotiation Insights

Tafawuud explains the three essential questions that define negotiation success — drawing on Harvard negotiation frameworks (BATNA, ZOPA, and interests vs. positions) and applying them to real institutional contexts.

“Preparation doesn’t predict outcomes — it shapes them.”

In complex negotiations, preparation is not about predicting the outcome — it’s about shaping it.
Before entering any room, whether it’s a public–private partnership, a board discussion, or a contract renegotiation, three questions define the difference between reacting and leading.

1. Who are the parties, and what are their real interests?

Titles and roles often mask deeper motives. A regulator might speak of compliance but seek credibility.
A supplier might push on pricing but truly seek stability.

This concept originates from Fisher, Ury & Patton’s Getting to Yes (Harvard Negotiation Project, 1981), emphasizing “separate the people from the problem” and focus on interests, not positions.
At Tafawuud, we apply this through Party Diagramming — a structured way to understand who matters, why they matter, and how they interact.

2. What will each side do if no agreement is reached?

This is the BATNA — Best Alternative to a Negotiated Agreement, introduced by Fisher & Ury (1981) and refined by the Harvard Program on Negotiation (PON).

A strong BATNA is not arrogance; it is clarity. It helps negotiators walk away with confidence when sustainability of the deal is compromised.

3. Where is the Zone of Possible Agreement (ZOPA)?

Between the best alternative and the reservation point lies the space for creativity.
The ZOPA — or bargaining range — was formalized by Howard Raiffa (1982) in The Art and Science of Negotiation.
ZOPA expands when negotiators focus on mutual value, not zero-sum wins.

Tafawuud Insight:

Negotiation is a structured search for sustainable alignment.
Asking these three questions builds clarity, value, and trust — the real currencies of long-term partnerships.

References

• Fisher, R., Ury, W., & Patton, B. (1991). Getting to Yes: Negotiating Agreement Without Giving In. Penguin.

• Raiffa, H. (1982). The Art and Science of Negotiation. Harvard University Press.

• Harvard Law School – Program on Negotiation (PON). Core Negotiation Concepts.