IRE472H1 Lecture 4: Negotiation_ Planning and Strategy
23 Nov 2020
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Document Summary
Goals - the focus that drives negotiation strategy. Determining goals is the first step in the negotiation process. Knowing your goals and principles ahead of time helps avoid compromising for. The goals set have direct and indirect effects on the negotiator"s strategy things you wouldn"t otherwise compromise for. The direct and indicted effects of goals on strategy. Goals are often linked to the other party"s goals. Effective goals must be concrete, specific and measurable. Goals can also be intangible or procedural indirect effects. Procedural: getting done in certain amount of time or certain location. Short-term thinking affects our choice of strategy and harms us in developing/framing our goals; sometimes we ignore present/future relationships in favor for simplistic concern of receiving only short-term outcomes. Sometimes to achieve that improved relationship, might have to think incrementally, need series of negotiations that go well in order to forge that relationship needed for objectives.
