Planning for Negotiation
• To compare/evaluate offers and proposals
quickly and accurately
• Understand own strengths and
weaknesses and compare to other
parties’ strengths & weaknesses
– Formulate arguments and counter arguments
• To consider alternatives, walk-away times
Why Planning?
• Research shows that planning
– Explored wider range of options
– Worked harder to find common ground
– Spent more time on long term consequences
– Set a range of settlements
Unpacking the process of planning
Understanding
Stages & Phases
Goals
Strategy
Planning
Process
Definition of Goals
Specific, focused, realistic targets
Goals
Linked to other party’s goals (defines issue to settle)
Have limits
Measurable
Communicating w/other party
Understanding other party
Comparing w/outcome
Types of Goals
• Substantive Goals
• Intangible Goals
– E.g., reputation, winning, establishing
relationship etc
• Procedural Goals
– Setting a precedent
What are not goals?
• Wishes
– unrealistic
• Interests
– Reasons for goals
• Positions
– Opening bid/target point
Applying Definition of Goal
• What is the goal?
– In the movie, Travolta character, Washington
character
– In the case,
• the job applicant…
• the manager
What is the Strategy
Understanding
Stages & Phases
Goals
Strategy
•Plan to accomplish goal
•action sequences
Planning
Process
Strategy vs. Tactics
• Tactics
– Short-term, dynamic
– Specific behaviors
• types of questions used, listening behaviors,
brainstorming options for mutual gain
• Strategy
– have a future long term relationship with the
other party
– guide tactics -
A Model to Understand Strategy
Substantive outcome
of negotiation important?
Yes
Relationship
with other
party
important?
No
Yes
Collaboration
Accommodation
No
Competition
Avoidance
Types of Strategies:
Non-engagement
• Avoidance
– Depends on how strong or weak the
alternatives are –
• too strong, more efficient to avoid negotiation
• Too weak, outcome may be too poor and
negotiator will feel obligated
• E.g., tenant
Preparation
Relationship Building
Information Gathering
Understanding
Stages & Phases
Information Using
Bidding
Closing the deal
Implementing the
agreement
Goals
Strategy
Planning Process
Understanding Phases of Negotiation
*Decide what is important
Preparation
*Define goals
*Plan how to work w/other party
*Getting to know other party
Relationship Building
*Identify similarities & differences^^
*Build commitment to achieve mutually beneficial outcomes
*About things pertaining to own issues
Information
Gathering
*About Other party and their needs
*Feasibility of possible agreement
*Consequences of non-agreement
Information Using
Bidding
Make case for preferred outcomes to maximize own needs
Initial, ideal position  actual outcome
Closing the deal
Commit to agreement made in ‘bidding phase’
*Decide who needs to do what after agreement
Implementing the agreement
*Identify flaws and omitted issues
*If situation changed, deal with new questions that arise
Define Issues
Understanding
Stages & Phases
Assemble Issues, Define Mix
Define Interests
Identify Limits & alternatives
Goals
Strategy
Planning
Process
Set targets
Assess Social Context of Negotiation
Analyze other party
Present issues to other party
Protocol of Negotiation
*Single, multiple, single  multiple
Define Issues
*Identify previous experience in similar negotiations
*Research to gather info, consult with experts in area of issues
Assemble Issues
Define Mix
‘Valuate’ issues
Connections b/w issues
Articulate the ‘why’ for issues
Define Interests
Substantive, process related, relationship based (select a strategy)
Identify Limits
& Alternatives
Set targets
Resistance point
BATNA (define whether negotiated agreement is better than another possibility)
*Target point
*Opening Bid
*Range
Assess social context of negotiation
*Specific, difficult but achievable, verifiable
*Positive Thinking
*Different ways of packaging issues
*Trade-offs and Throwaways
Set targets
*Constituents
Assess social context
Of negotiation
Present issues
to other party
*Number of negotiators
*Social Rules etc
Analyze
other party
*Supporting validated facts with argument
*Refuting arguments of other party with
counter arguments
Protocol of negotiation
Agenda
Location
Duration
Things to do if non agreement
Record of issues agreed upon
Method of evaluating quality of agreement
Current Resources, Interests, Needs
Objectives
Reputation/Style
Other’s BATNA
Other’s Authority
Other’s Strategy & Tactics
End here
*Single, multiple, single  multiple
Define Issues
*Identify previous experience in similar negotiations
*Research to gather info, consult with experts in area of issues
Assemble Issues
Define Mix
Articulate the ‘why’ for issues
‘Valuate’ issues
Connections b/w issues
Define Interests Substantive, process related, relationship based (select a strategy)
Identify Limits
& Alternatives
Set targets
Resistance point
BATNA (define whether negotiated agreement is better than another possibility)
*Specific, difficult but achievable, verifiable
*Positive Thinking
*Target point
*Different ways of packaging issues
*Opening Bid
*Trade-offs and Throwaways
*Range
*Constituents
Assess social context
Of negotiation
*Number of negotiators
*Social Rules etc
Analyze
other party
Present issues *Supporting validated facts with argument
to other party *Refuting arguments of other party with
counter arguments
Current Resources, Interests, Needs
Objectives
Reputation/Style
Other’s BATNA
Other’s Authority
Other’s Strategy & Tactics