chapter 4

Strategy and planning
Goals: First step to achieve negotiation is to determine goals. We must listen to all goals we want to achieve, determine priority among these goals,
Direct effects on goals and strategy: 1. Wishes are not goals 2. Goals are often link to the other party’s goals 3. There are limits of what goals can be (if our goal exceeds capability of other party we must end negotiation) 4. Effective goal must be concrete, specific, and measurable. Indirect effects on goals and strategy: 1. Long-term goal 2.Goals which require initiating a sequence of negotiation episodes (difficult to define).
Second step is selecting and developing strategy. Tactics are short-term moves design to enact broad strategies, which provide directions to tactical behavior. A unilateral choice is one that is made without the active involvement of the other party. The dual concerns model is model that proposes that individual have to level of related concerns.
Why negotiators might choose not to negotiate: -If one is able to meet one’s needs without negotiating at all, it may make sense to use an avoiding strategy. -It simply may not be worth the time and effort to negotiate. -The to negotiate is closely related to the desirability of available alternatives.
Accommodation is win-lose strategy as competition, it involves an imbalance of outcomes, but in the opposite direction.
Preparation – relationship building –information gathering –information using – bidding – closing the deal – implementating the agreement.