N04 : Strategy and Planning

BA370

Negotiation Chapter 04 : Strategy and Planning

This chapter informs us about strategy and planning the negotiation. First, negotiator has to understand one’s key issue that he has to work on. Negotiator has to know the limit of how far the deal can go and is there other way he can go if the deal doesn’t work. Clear the target and set the opening point. Then the negotiator has to learn the other party target, strategy, drive, limit, and ability. After that, plan the process by all the information. The last, define program and duty for both party.

Question 1: What drives the negotiation strategy?

Answer:

1. The first step before negotiating is to set a goal(s)
2. Specify goals and objectives clearly
3. Goals have a direct and indirect effect on the negotiator's strategy

Question 2: What is the direct effect of goals on strategy?

Answer:

- 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

Question 3: What is a strategy and name two?

Answer:

" pattern or plan that integrates an organization's major targets, polices, an action sequences into a cohesive whole" ( distributive and integrative)