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Exam 4: Negotiation: Planning and Strategy

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Question 41

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The decision to negotiate is closely related to the desirability of available alternatives.

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Question 42

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Alternatives are other agreements negotiators could achieve and still meet their needs.

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Question 43

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Define goal.

If both substance and relationship outcomes are important, the negotiator should pursue a competitive strategy.

A selling point is the place where you decide that you should absolutely stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.

Assumptions are potential hurdles that can move one in the wrong direction.

Limits are the points where you decide that you should stop the negotiation rather than continue because any settlement beyond this point is not minimally acceptable.

It is important to set priorities and possibly assign points for both tangible and intangible issues.

Effective planning requires hard work on the following points:

Drawing up a firm list of issues before the initial negotiation meeting is a valuable process because it forces negotiators to think through their positions and decide on objectives.

Why is it important for goals to be concrete, specific and measurable?