NEGOTIATION SLIDES OUTLINE CHAPTER FOUR
Negotiation:
Strategy and Planning
• Goals – The Focus That Drives Negotiation Strategy
• Determining goals is the first step in the negotiation process
• Negotiators should specify goals and objectives clearly
• The goals set have direct and indirect effects on the negotiator’s strategy
• The Direct and Indirect Effects of Goals on Strategy
• Direct effects
– Wishes are not goals
– Goals are often linked to the other party’s goals
– There are limits to what goals can be
– Effective goals must be concrete/specific
• Indirect effects
– Forging an ongoing relationship
• Strategy versus Tactics
• Strategy: The overall plan to achieve one’s goals in a negotiation
• Tactics: Short-term, adaptive moves designed to enact or pursue broad strategies
– Tactics are subordinate to strategy
– Tactics are driven by strategy
• Planning: The “action” component of the strategy process; i.e. how will I implement the strategy?
• Approaches to Strategy
• Unilateral: One that is made without active involvement of the other party
• Bilateral: One that considers the impact of the other’s strategy on one’s own
• The Dual Concerns Model
•
• Strategic Options
• Per the Dual Concerns Model, choice of strategy is reflected in the answers to two questions:
– How much concern do I have in achieving my desired outcomes at stake in the negotiation?
– How much concern do I have for the current and future quality of the relationship with the other party?
• The Non-engagement Strategy: Avoidance
• If one is able to meet one’s needs without negotiating at all, it may make sense to use an avoidance strategy
• It simply may not be worth the time and effort to negotiate
• The decision to negotiate is closely related to the desirability of available alternatives
• Active-Engagement Strategies
• Competition – distributive, win-lose bargaining
• Collaboration – integrative, win-win negotiation
• Accommodation – involves an imbalance of outcomes (“I lose, you win”)
• Key Steps to an
Ideal Negotiation Process
Ideal Negotiation Process
• Key Steps to an
Ideal Negotiation Process
Ideal Negotiation Process
• Preparation
– What are the goals?
– How will I work with the other party?
• Relationship building
– Understanding differences and similarities
– Building commitment toward a mutually beneficial set of outcomes
• Information gathering
– Learn what you need to know about the issues
• Key Steps to an
Ideal Negotiation Process
Ideal Negotiation Process
• Information using
– Assemble your case
• Bidding
– Each party states their “opening offer”
– Each party engages in “give and take”
• Closing the deal
– Build commitment
• Implementing the agreement
• Getting Ready to Implement the Strategy: The Planning Process
• Define the issues
• Assemble the issues and define the bargaining mix
– The bargaining mix is the combined list of issues
• Define your interests
– Why you want what you want
• Getting Ready to Implement the Strategy: The Planning Process
• Know your limits and alternatives
• Set your objectives (targets) and opening bids (where to start)
– Target is the outcome realistically expected
– Opening is the best that can be achieved
• Assess constituents and the social context of the negotiation
• The Social Context of Negotiation: “Field” Analysis
•
• Getting Ready to Implement the Strategy: The Planning Process
• Analyze the other party
– Why do they want what they want?
– How can I present my case clearly and refute the other party’s arguments?
• Present the issues to the other party
• Information Needed to Prepare Effectively for Engaging the Other Party
• Resources, issues, and bargaining mix
• Interests and needs
• Walk-away point and alternative(s)
• Targets and opening bids
• Constituents, social structure, and authority to make an agreement
• Reputation and negotiation style
• Likely strategy and tactics
• Getting Ready to Implement the Strategy: The Planning Process
• Define the protocol to be followed in the negotiation
– What is the agenda?
– Who will be there?
– Where will the negotiation occur?
– What is the time period?
– What might be done if the negotiation fails?
– How will we keep track of what is agreed to?
– How do we know whether we have a good agreement?
• Summary on the Planning Process
“...planning is the most critically important activity in negotiation.”
