To compare/evaluate offers and proposals quickly and accurately Understand own strengths and weaknesses and compare to other parties’ strengths & weaknesses –Formulate arguments and counter arguments To consider alternatives, walk-away times Planning for Negotiation

Research shows that planning –Explored wider range of options –Worked harder to find common ground –Spent more time on long term consequences –Set a range of settlements Why Planning?

Goals StrategyPlanning Process Understanding Stages & Phases Unpacking the process of planning

Goals Specific, focused, realistic targets Linked to other party’s goals (defines issue to settle) Have limits Measurable Communicating w/other party Understanding other party Comparing w/outcome Definition of Goals

Substantive Goals Intangible Goals –E.g., reputation, winning, establishing relationship etc Procedural Goals –Setting a precedent Types of Goals

Wishes –unrealistic Interests –Reasons for goals Positions –Opening bid/target point What are not goals?

What is the goal? –In the movie, Travolta character, Washington character –In the case, the job applicant… the manager Applying Definition of Goal

Goals StrategyPlanning Process Understanding Stages & Phases What is the Strategy Plan to accomplish goal action sequences

Tactics –Short-term, dynamic –Specific behaviors types of questions used, listening behaviors, brainstorming options for mutual gain Strategy –have a future long term relationship with the other party –guide tactics - Strategy vs. Tactics

Substantive outcome of negotiation important? YesNo Relationship with other party important? YesCollaborationAccommodation NoCompetitionAvoidance A Model to Understand Strategy

Avoidance –Depends on how strong or weak the alternatives are – too strong, more efficient to avoid negotiation Too weak, outcome may be too poor and negotiator will feel obligated E.g., tenant Types of Strategies: Non-engagement

Goals Strategy Understanding Stages & Phases Preparation Relationship Building Information Gathering Information Using Bidding Closing the deal Implementing the agreement Planning Process

Understanding Phases of Negotiation Preparation Relationship Building Information Gathering Information Using Bidding Closing the deal Implementing the agreement *Decide what is important *Define goals *Plan how to work w/other party *Getting to know other party *Identify similarities & differences^^ *Build commitment to achieve mutually beneficial outcomes Make case for preferred outcomes to maximize own needs *About things pertaining to own issues *About Other party and their needs *Feasibility of possible agreement *Consequences of non-agreement Initial, ideal position  actual outcome Commit to agreement made in ‘bidding phase’ *Decide who needs to do what after agreement *Identify flaws and omitted issues *If situation changed, deal with new questions that arise

Strategy Planning Process Define Issues Assemble Issues, Define Mix Define Interests Identify Limits & alternatives Set targets Assess Social Context of Negotiation Analyze other party Goals Understanding Stages & Phases Present issues to other party Protocol of Negotiation

Assemble Issues Define Mix ‘Valuate’ issues Connections b/w issues Identify Limits & Alternatives Set targets BATNA (define whether negotiated agreement is better than another possibility) *Target point *Specific, difficult but achievable, verifiable *Positive Thinking *Different ways of packaging issues *Trade-offs and Throwaways Resistance point *Opening Bid *Range Define Issues *Single, multiple, single  multiple *Identify previous experience in similar negotiations *Research to gather info, consult with experts in area of issues Define Interests Articulate the ‘why’ for issues Substantive, process related, relationship based (select a strategy) Assess social context of negotiation

Assess social context Of negotiation *Constituents *Number of negotiators Set targets Analyze other party Current Resources, Interests, Needs Objectives Reputation/Style Other’s BATNA Other’s Authority Other’s Strategy & Tactics *Social Rules etc Present issues to other party *Supporting validated facts with argument *Refuting arguments of other party with counter arguments Protocol of negotiation Agenda Location Duration Things to do if non agreement Record of issues agreed upon Method of evaluating quality of agreement

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Assemble Issues Define Mix ‘Valuate’ issues Connections b/w issues Assess social context Of negotiation *Constituents *Number of negotiators Identify Limits & Alternatives Set targets Analyze other party BATNA (define whether negotiated agreement is better than another possibility) *Target point Issues Agenda Protocol Location Time period Constituents Failures? *Specific, difficult but achievable, verifiable *Positive Thinking *Different ways of packaging issues *Trade-offs and Throwaways Current Resources, Interests, Needs Objectives Reputation/Style Other’s BATNA Other’s Authority Other’s Strategy & Tactics Resistance point *Opening Bid *Range Define Issues *Single, multiple, single  multiple *Identify previous experience in similar negotiations *Research to gather info, consult with experts in area of issues Define Interests Articulate the ‘why’ for issues Substantive, process related, relationship based (select a strategy) *Social Rules etc Present issues to other party *Supporting validated facts with argument *Refuting arguments of other party with counter arguments