Chapter 4: Strategy & Planning

Chapter 4: Strategy & Planning

1. Ways goals affect the negotiation

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

2. Key steps in planning

   • 1. Setting Goals
   • 2. Develop strategy
     • 3. Implement planning process

3. Strategy- Overall plan

   • Unilateral approaches
     • Decision made on their own
   • Bilateral approaches
     • Decision made with the active involvement of the other party

4. Planning process

   • 1. Define goal
     • 2. Define the bargaining mix that relate to goal
       • 3. List the bragining 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. Assess the social context of negotiation.
                     • 10. Present the issue to the other party.