Chapter 4: Prioritizing Issues, Setting and Revising Goals potx

Goal Setting & ContingenciesUpon completion of intelligence gathering, a negotiator is ready to set goals and identify contingencies • What is the ideal outcome?. • What are contingency

Chapter 4

 Goal setting and contingencies

 BATNA – Best Alternative to Negotiated Agreement

 Strategies to staying on track

 Negotiating issue priorities

 Team negotiations

Goal Setting & Contingencies

Upon completion of intelligence

gathering, a negotiator is ready to set goals and identify contingencies

• What is the ideal outcome?

• What are contingency goals in case the

ideal is unattainable?

Example – Career Search

Imagine you have just visited with

several companies at your University

career fair You’re excited about the possibilities with 3 companies but know the job market is competitive.

• Identify your ideal job/company

• Identify your contingency goals

What will I do if we can’t come to an agreement that meets my needs?

• Prepare for instances where the

achievement of the ideal and/or

contingency outcomes are not possible

• Identify a fall-back position

• Avoid a sense of failure and desperation

•

Developing Goals, Contingencies & BATNAs

Read Toys, Toys, Toys

 Identify important issues

 Identify ideal outcomes for each issue

 Identify contingency outcomes

 Identify BATNA

Staying on Track

 Skilled negotiators stay on track through

preparation

• Identify possible irrelevant claims (e.g fallacies)

• Anticipate issues

• Prepare for diversion

• Identify effective ways to respond

 Identify whether the claim (argument) is

Negotiating Issue Priorities

 Negotiators may face times when the other party presents issues that haven’t been

anticipated and/or raises issues that are

unimportant or irrelevant to the primary

issue

 Various options to consider (e.g dismiss, put-off to later)

 Issue folding

Issue Prioritization

Negotiator 1 Negotiator 2

Issue A Issue B Issue C Issue A Issue B Issue C

Common Prioritization

Fold C into B due

Team Negotiations

 Negotiations with teams present new challenges

• Focus on task

• Focus on relationships

• Seek balance

 “Hot teams” – devoted to task but not one another and may be confrontational, challenging and critical

 “Warm teams” – focused on task but also concerned with relationships

 Give group members opportunity to voice opinions