Negotiation Strategy and Planning.mpg

Summary

This video covers the critical aspects of negotiation strategy and planning. It emphasizes the importance of setting clear goals, distinguishing between strategy and tactics, and preparing thoroughly. The speaker explains different negotiation strategies, including avoidance, competition, collaboration, and accommodation, and the significance of balancing desired outcomes with maintaining relationships. Key phases of negotiation, such as preparation, data gathering, bidding, and implementation, are also outlined. The message highlights the importance of adaptability and planning for long-term success in negotiations.

Takeaways

• 😀 Strategy and planning should focus on goals. The clearer the goals, the better the negotiation results.
• 💡 Wishes are not goals. Effective goals must be specific and concrete.
• 🔄 Strategy is the overall plan to achieve goals, while tactics are short-term actions supporting the strategy.
• 🛤️ Planning involves outlining how to implement the strategy, considering both unilateral and bilateral approaches.
• 🤝 There are four main negotiation strategies: avoidance, competition, collaboration, and accommodation, each with different priorities on outcome and relationship.
• 📊 Active engagement in negotiations includes competition (win-lose), collaboration (win-win), and accommodation (I lose, you win).
• 🗂️ The negotiation process ideally has seven phases: preparation, relationship building, data gathering, using data, bidding, closing, and implementation.
• 🔍 Planning involves defining issues, interests, limits, alternatives, and assessing participants and their strategies.
• 🧠 It's essential to understand your opponent's goals, resources, and walkaway points to build an effective strategy.
• 📅 Negotiation protocols include setting an agenda, timeline, participants, and planning for possible negotiation failure.

Q & A

What is the first step in the negotiation process?

The first step is determining the goals for the negotiation process. Negotiators should clearly specify their goals and objectives, as unclear goals will lead to muddled results.

How are strategy and tactics differentiated in negotiations?

Strategy is the overall plan to achieve one's goals in negotiation, while tactics are short-term adaptive moves designed to pursue broad strategies. Tactics are always subordinate to the strategy and are driven by it.

What are the two types of negotiation approaches mentioned?

The two approaches are unilateral, where the negotiation is done without active involvement from the other party, and bilateral, where the impact of both sides is considered.

What are the four outcomes of the Dual Concerns Model?

The four outcomes are avoidance, competition, collaboration, and accommodation. Each outcome depends on the concern for achieving desired outcomes and maintaining relationships.

When should avoidance be used as a negotiation strategy?

Avoidance is used when the outcome of the negotiation is not important, or when one's needs can be met without negotiating at all. It saves time and effort if there's no possible gain.

What are the seven phases of an ideal negotiation process?

The seven phases are: preparation, relationship building, data gathering, using data in negotiation, bidding, closing the argument, and implementation.

Why is information gathering important in a negotiation?

Information gathering is important because it helps negotiators understand the issues at hand, build their case, and use data to support their points and challenge the other party's arguments.

How does the 'bargaining mix' contribute to negotiation planning?

The bargaining mix involves defining the list of issues and combining them to decide which ones have priority in the negotiation process, allowing negotiators to focus on key goals.

What role do 'constituents' and 'social context' play in negotiations?

Constituents are the parties involved in the negotiation, while the social context includes the authority to make agreements, reputation, and negotiation style of the other party. Both factors influence the negotiation process.

Why is it important to define negotiation protocol before starting?

Defining negotiation protocol ensures clarity on the process, including the agenda, participants, location, and timeline, preventing confusion and helping both parties stay aligned during negotiations.