Strategy & Planning Chapter 4

Strategy & Planning Chapter 4

1. GOALS

   • Focus on what you want to achieve and on how to do it
   • Whises ARE NOT goals
   • Limits and boundaries should not be exceeded
   • Effective goals = concrete, specific & measurable

2. STRATEGY

   • Plan to accomplish goals and the action sequences that will lead to this
   • TACTICS ARE NOT STRATEGIES
     • Tactics = short term and adaptive moves
     • Strategies = stability, continuity and direction
   • Alternative situational strategies: The negotiator must determine the relative importance and priority of the two dimensions in the desired settlement.

3. FLOW OF NEGOTIATIONS

   • key steps
     • Preparation
       • Relationship building
         • Information gathering
           • Information using
             • Bidding
               • Closing the deal

4. IMPORTANT STRATEGIES

   • Non-Engagement:
     • The presence of an alternative can influence the decision about whether to avoid negotiation in two ways.
   • Active Engagement strategies
     • Competition = win - lose
     • Accommodation = “I lose you win” (Important when considering relationships)