Ch4: Strategy and Planning

Question 1

What do skilled negotiators do in the planning process?

Answer 1

(1) explored
a wider range of options for action;

(2) worked harder to find common ground with the other party;

(3) spent more time considering the long-term implications of the issues; and

(4) were significantly more likely to set upper and lower limits, or the boundaries of a
“range” of acceptable settlements

Question 2

What are 4 ways goals affect negotiation

Answer 2

Wishes are not goals- may be related to interests that motivate goals; but wishes are just fantasies, goals are specific

Linkage between two parties goals defines an issue to be settled

there are boundaries to what are “realistic” goals.

Effective goals must be concrete, specific and measurable

Question 3

Indirect effects of Goals on Strategy..

Answer 3

…

Question 4

Strategy vs tactics

Answer 4

Tactics- short-term, adaptive moves designed to enact broader strategies.

Strategies: broader guideline- course of action used to achieve aim

Question 5

Some strategies in Negotiation

Answer 5

Accomodation, Competition, collaboration

Question 6

Drawbacks of these 3 strategies

Answer 6

Distributive strategies tend to create “we-they” or “superiority–inferiority” patters- can cloud judgement of other side’s effort, motives, needs and positions

Using integrative strategy, without regard for the other party’s strategy, can make you vulnerable to be taken advantage of

Accommodate strategies can snowball(you ca use it over and over; but whe the time comes that you need to get something- other party may be surprised and even resent you)

Question 7

What are the steps of the Planning process?

Answer 7

1. Define the negotiating goal
2. Defining the major issues (one issue’ multiple-create value)related to achieving the goal
3. Assembling the issues, ranking their importance, and defining the bargaining mix.
4. Defining the interests.
5. Knowing your alternatives (BATNAs).
6. Knowing your limits, including a resistance point.
7. Analyzing and understanding the other party’s goals(ask or do prior research , issues-research, and (interests &needs-anticipate, asking others who have negotiated with them before) resistance points(feel out their confidence- more=better BATNA and strong resistance point.
8. Setting one’s own targets and opening bids.- Be specific, difficult but acheivable; be proactive in setting it.
9. Assessing the social context of negotiation (for example, who is at the table, who
   is not at the table but has a strong interest in the negotiation outcomes, and who is
   observing and critiquing the negotiation).
10. Presenting the issues to the other party: substance and process.

Question 8

Substance of presenting the issues

Answer 8

1. Scope: What issue should be considered?
2. Sequence: In what order should those issues be addressed?
3. Framing: How should the issues be presented (see Chapters 6 and 7)?
4. Packaging: Should the issues be taken one at a time, or in various groupings/
   packages?
5. Formula: Should we strive to first get an agreement on general principles, or
   should we immediately begin to discuss each of the issues?

Question 9

Other considerations?

Answer 9

Where should we negotiate

What is the time period of the negotiation?

What might be done if negotiation fails? What will happen if we deadlock? Can
we “redo” the deal?

How will we keep track of what is agreed to?

Have we created a mechanism for modifying the deal if necessary?