• 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 Strategy PlanningProcess

UnderstandingStages & Phases

Unpacking the process of planning

Goals

Specific, focused, realistic targets

Linked to other party’s goals (defines issue to settle)

Have limits

MeasurableCommunicating 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 Strategy PlanningProcess

UnderstandingStages & 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?

Yes No

Relationship with other party important?

Yes Collaboration Accommodation

No Competition Avoidance

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

UnderstandingStages & 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

StrategyPlanningProcess

Define Issues

Assemble Issues, Define Mix

Define Interests

Identify Limits & alternatives

Set targets

Assess Social Context of Negotiation

Analyze other party

Goals

UnderstandingStages & 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 contextOf negotiation

*Constituents

*Number of negotiators

Set targets

Analyze other party

Current Resources, Interests, NeedsObjectivesReputation/StyleOther’s BATNAOther’s AuthorityOther’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

AgendaLocationDurationThings to do if non agreementRecord of issues agreed uponMethod of evaluating quality of agreement

End here

Assemble Issues Define Mix

‘Valuate’ issues

Connections b/w issues

Assess social contextOf 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

*Specific, difficult but achievable, verifiable*Positive Thinking*Different ways of packaging issues*Trade-offs and Throwaways

Current Resources, Interests, NeedsObjectivesReputation/StyleOther’s BATNAOther’s AuthorityOther’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 InterestsArticulate 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