negotiation strategy and planning [sav lecture]
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Lecture slides to accompany Negotiation Strategy and Planning class.TRANSCRIPT
TUNGHAI UNIVERSITYDepartment of International Business - Taichung
Negotiation Strategy and Planning
4-1
Rights Reserved
Systematic Planning
Most negotiation outcomes are left to chance…why?
• Advance planning is overlooked:– Time constraints– Boring / Tedious– Interested in Action / Doing
The result is either no deal or suboptimal deals (winners curse, leave value on the table for one or both parties)
Were not as quick, smart or clever as we think we may be.
• Results are failed or suboptimal negotiations:– Lack of clear objectives– Inability to evaluate offers
accurately– Inability to understand
alternative proposal strengths & weakness
Use of Planning
Research suggests (Rackham, 1980) that “skilled negotiators” vs. “average negotiators”:
• Explored a wider range of options for action
• Worked harder to find “common ground” with the other party
• Spent more time considering long term implications
Thus, the skilled negotiators were able to understand fully when to accept, reject or continue negotiating.
• Were significantly more likely to set:– Upper limits, Lower limits– Understand the
negotiating range of acceptable settlements
Key Steps to an Ideal Negotiation Process
Negotiation proceeds through distinct phases or stages:
Beginning phase (planning, initiation)
Middle phase (negotiation, problem solving)
Ending phase (resolution)
Key Steps to anIdeal Negotiation Process
1. Preparation – What are the goals?– How will I work with the other party?
2. Relationship building– Understanding differences and similarities– Building commitment toward a mutually beneficial set of
outcomes
3. Information gathering– Learn what you need to know about the issues (Eg.. Range
[ZOPA] from Baker-Andersen)
4-5
P1, P2 & P3
Key Steps to anIdeal Negotiation Process
4. Information using– Assemble your case/argument
5. Bidding, Trading: The Dance.– Each party states their “opening offer”– Each party engages in “give and take”
6. Closing the deal– Build commitment, step-by-step.
7. Implementing the agreement (who, what, when)
P4, P5, P6 & P7
Negotiation:
Most refer to it is simply step’s 5 & 6:
Skilled negotiators employ all 7 steps.
Questions???
Goals, Strategy and Planning
A review of the whole negotiation process…
Goals
Types of Goals Need to be Specific, Measurable, Easy to Communicate.
May be Win-Win or Win Loose, depending on your situation.
E.g.
A Cheap Car? Vs.
New car 5 below dealer cost
Better sales results vs.
Sales growth 5% better than the industry growth rate.
• Substantive Goals– Money– Specific Outcome– Result or Behavior Change
• Intangible Goals– Reputation (maintain or create)
– Winning Market Entry– Selling your company(any
price)
• Procedural goals– Agenda, Location, Law,
Input in outcome
Goals – The Focus That Drives Negotiation Strategy
• Determining goals is the first step in the negotiation process
• Negotiators should specify goals and objectives clearly -prioritized
• The goals set have direct and indirect effects on the negotiator’s strategy.
• E.g. Money $$$ or a Specific Action/Outcome
• Process goals, dates, timing
• Reputation and Relationship.
Strategic Options
• Per Dual Concerns Model, choice of strategy is reflected in the answers to two questions:
4-14
How much concern do I have in achieving my desired outcomes at stake in the negotiation?
r How much concern do I have for the current and future quality of the relationship with the other party?
Strategy: The Dual Concerns Model - Modified
Accommodation: I let you win, enhance relationship: Compromise for Future?
Integrative Strategy Compromising
Distributive, Win –Loose Strategy
No Deal, I Have a better BATNA
Strategy versus Tactics
• Strategy: The overall plan to achieve one’s goals in a negotiation based on situation and resources available
• Tactics: Short-term, actions designed to enact or pursue broad strategies– Tactics are subordinate & driven by strategy
• Planning: The “mapping” component of the strategy process
Example: Integrative strategy designed to build and maintain a productive relationship, & create the most value between the two.
Example: Open –ended questions, active listening to understand others genuine interests, problem solving or hard ball actions
Example: How will I implement the strategy?
Planning
Getting Ready to Implement the Strategy: The Planning Process
1. Define the issues
2. Assemble the issues and define the bargaining mix– The bargaining mix is
the combined list of issues
3. Define your interests– Why you want what you
want
4. Know your limits and alternatives
5. Set your objectives (targets) and opening bids (where to start)– Target is the outcome
realistically expected– Opening is the best that
can be achieved
6. Assess constituents and the social context of the negotiation
Negotiating Planning Guide
Lewecki Text Chapter 4, Figure 4.3
Summary on the Planning Process
“...planning is the most important activity in
negotiation.”
It provides you the information to do the negotiation. Otherwise you have no arguments.