STRATEGIC AND PLANNING

STRATEGIC AND PLANNING

1. STRATEGY-OVERALL PLAN

   • unilateral approaches
     • decision made on their own
   • bilateral approaches
     • decision made with the active involvement of the other party

2. KEY STEPS IN PLANNING

   • 1. setting goals
   • 2. develop strategy
   • 3. implement planning process

3. WAYS GOALS AFFECT THE NEGOTIATION

   • set limit for the negotiator
   • set goal based on interest & need
   • link to the other party's goal but it is not necessary
   • it must be specific, clear and realistic

4. PLANNING PROCESS

   • 1. define goals
     • 2. define the bargaining mix that relate to goal
       • 3. list the bargaining mix
         • 4. define interest
           • 5. determine BATNA
             • 6. setting limit for the goal (resistant point)
               • 7. understand the other party's goal, issues and limits.
                 • 8. set the target and initial offer.
                   • 9. asses the social context of negotiation
                     • 10. present the issues to other party