Negotiation Chapter 4 – Strategy and Planning – Flashcards

-Negotiators must anticipate what goals they want to achieve in a negotiation and focus on how to achieve those goals -Substantive and intangible goals -List all goals, determine priority -identify multigoal packages, evaluate possible trade offs among multiple goals

1. Wishes are not goals 2. Goals are often linked to the other party's goals 3. There are boundaries or limits what goals can be 4. Effective goals must be concrete, specific and measurable

" Strategy refers to the overall plan to accomplish one's goals in an negotiation and the action sequences that will lead to the accomplishments of those goals"

"Short term, adaptive moves designed to enact or pursue broad/higher-level strategies" -Tactics are subordinate to strategy

1. Accommodation -"I lose, you win" -When relationship is more important than substantive outcome 2. Competition 3. Collaboration

1. Preparation 2. Relationship building 3. Information gathering 4. Information using 5. Bidding 6. Closing the deal 7. Implementing the agreement

1. Define the issues -What are the issues in the upcoming negotiation? 2. Assembling the issues and defining the bargaining mix -Looking at all issues, what is the bargaining mix? 3. Define interests -What are my interests? 4. Define resistance points -What is my resistance point - what is my walkaway? 5. Defining alternatives -What is my alternative? 6. Defining one's own objectives and opening bids -Where will I start? What is my goal? 7. Assessing constituents and the social context in which the negotiation will occur -Who are they and what do they want me to do? 8. Analyzing the other party -Who are the opposing negotiators and what do they want? 9. Planning the issue presentation and defence -What overall strategy do I want to select? 10. Defining protocol. Where and when the negotiation will occur, who will be there, what the agenda will be etc