Negotiation: Strategy & Planning
Topics
The Planning Process
Why Plan?
The Planning Process
The Planning Process
ICE Model: Three Key Perspective-Shaping Factors
Identifying Interests
Identifying Concerns
Identifying Emotions
Relationship between key steps in planning process
Goals, Strategy & Planning
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
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
– Forging an ongoing relationship
Strategy versus Tactics
• 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
• Planning: The “action” component of the strategy process; i.e. how will I implement the strategy?
Approaches to Strategy
• Unilateral: One that is made without active involvement of the other party
• Bilateral: One that considers the impact of the other’s strategy on one’s own
Strategic Options
• Per Dual Concerns Model, choice of strategy is reflected in the answers to two questions:
– How much concern do I have in achieving my desired outcomes at stake in the negotiation?
– How much concern do I have for the current and future quality of the relationship with the other party?
The Dual Concerns Model
The Nonengagement Strategy: Avoidance
• If one is able to meet one’s needs without negotiating at all, it may make sense to use an avoidance strategy
• It simply may not be worth the time and effort to negotiate
• The decision to negotiate is closely related to the desirability of available alternatives
Active-Engagement Strategies
• Competition – distributive, win-lose bargaining
• Collaboration – integrative, win-win negotiation
• Accommodation – involves an imbalance of outcomes (“I lose, you win”)
Understanding the Flow of Negotiations: Stages and Phases
• How does the interaction between parties change over time?
• How do the interaction structures relate to inputs and outcomes over time?
• How do the tactics affect the development of the negotiation?
Understanding the Flow of Negotiations: Stages and Phases
Negotiation proceeds through distinct phases or stages
• Beginning phase (initiation)
• Middle phase (problem solving)
• Ending phase (resolution)
Key Steps to an
Ideal Negotiation Process
• Preparation
– What are the goals?
– How will I work with the other party?
• Relationship building
– Understanding differences and similarities
– Building commitment toward a mutually beneficial set of outcomes
• Information gathering
– Learn what you need to know about the issues
Key Steps to an
Ideal Negotiation Process
Key Steps to an
Ideal Negotiation Process
• Information using
– Assemble your case
• Bidding
– Each party states their “opening offer”
– Each party engages in “give and take”
• Closing the deal
– Build commitment
• Implementing the agreement
Getting Ready to Implement the Strategy: The Planning Process
• Define the issues
• Assemble the issues and define the bargaining mix
– The bargaining mix is the combined list of issues
• Define your interests
– Why you want what you want
Getting Ready to Implement the Strategy: The Planning Process
• Know your limits and alternatives
• Set your objectives (targets) and opening bids (where to start)
– Target is the outcome realistically expected
– Opening is the best that can be achieved
• Assess constituents and the social context of the negotiation
The Social Context of Negotiation: “Field” Analysis
Getting Ready to Implement the Strategy: The Planning Process
• Analyze the other party
– Why do they want what they want?
– How can I present my case clearly and refute the other party’s arguments?
• Present the issues to the other party
Getting Ready to Implement the Strategy: The Planning Process
• Define the protocol to be followed in the negotiation
– Where and when will the negotiation occur?
– Who will be there?
– What is the agenda?
Summary on the Planning Process
“…planning is the most important activity in negotiation.”