BUS 50.3 Chapter 4 - Copy

BUS 50.3 Chapter 4 - Copy - CHAPTER FOUR Negotiation:...

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CHAPTER FOUR Negotiation: Strategy and Planning
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Goals – The Focus That Drives Negotiation Strategy Determining goals is the first step in the negotiation process Negotiators should specify goals and objectives clearly The goals set have direct and indirect effects on the negotiator’s strategy
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Problems with Failing to Plan Negotiators without clear objectives may agree to deals that they may later regret Negotiators without clear objectives may become confused or defensive and delay the negotiating process If negotiators do not plan, they may not be aware of strengths and weaknesses of their or the other party’s positions “Winging it” may not be useful if the other party’s goals are to win by stalling, delaying, or by holding a position to wear the other party down; now you will not have much to discuss
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Goals, Strategy and Planning
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The Direct and Indirect Effects of Goals on Strategy Direct effects Wishes are not goals Goals are often linked to the other party’s goals There are limits to what goals can be Effective goals must be concrete/specific Indirect effects Consider the importance of possible ongoing relationships
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Strategy: The overall plan to achieve one’s goals in a negotiation Tactics : Short-term, adaptive moves designed to enact or pursue broad strategies Tactics are subordinate to strategy Tactics are driven by strategy
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BUS 50.3 Chapter 4 - Copy - CHAPTER FOUR Negotiation:...

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