To compare/evaluate offers and proposals quickly and accurately

1. Planning for Negotiation • To compare/evaluate offers and proposals quickly and accurately • Understand own strengths and weaknesses and compare to other parties’ strengths & weaknesses • Formulate arguments and counter arguments • To consider alternatives, walk-away times

2. Why Planning? • Research shows that planning • Explored wider range of options • Worked harder to find common ground • Spent more time on long term consequences • Set a range of settlements

3. Unpacking the process of planning Understanding Stages & Phases Strategy Planning Process Goals

4. Definition of Goals Specific, focused, realistic targets Goals Linked to other party’s goals (defines issue to settle) Have limits Communicating w/other party Measurable Understanding other party Comparing w/outcome

5. Types of Goals • Substantive Goals • Intangible Goals • E.g., reputation, winning, establishing relationship etc • Procedural Goals • Setting a precedent

6. What are not goals? • Wishes • unrealistic • Interests • Reasons for goals • Positions • Opening bid/target point

7. Applying Definition of Goal • What is the goal? • In the movie, Travolta character, Washington character • In the case, • the job applicant… • the manager

8. What is the Strategy Understanding Stages & Phases Strategy Planning Process Goals • Plan to accomplish goal • action sequences

9. Strategy vs. Tactics • Tactics • Short-term, dynamic • Specific behaviors • types of questions used, listening behaviors, brainstorming options for mutual gain • Strategy • have a future long term relationship with the other party • guide tactics -

10. A Model to Understand Strategy

11. Types of Strategies: Non-engagement • Avoidance • Depends on how strong or weak the alternatives are – • too strong, more efficient to avoid negotiation • Too weak, outcome may be too poor and negotiator will feel obligated • E.g., tenant

12. Preparation Relationship Building Information Gathering Information Using Understanding Stages & Phases Bidding Closing the deal Implementing the agreement Goals Strategy Planning Process

13. Understanding Phases of Negotiation *Decide what is important Preparation *Define goals *Plan how to work w/other party *Getting to know other party Relationship Building *Identify similarities & differences^^ *Build commitment to achieve mutually beneficial outcomes *About things pertaining to own issues Information Gathering *About Other party and their needs *Feasibility of possible agreement *Consequences of non-agreement Information Using Make case for preferred outcomes to maximize own needs Bidding Initial, ideal position  actual outcome Closing the deal Commit to agreement made in ‘bidding phase’ *Decide who needs to do what after agreement Implementing the agreement *Identify flaws and omitted issues *If situation changed, deal with new questions that arise

14. Define Issues Assemble Issues, Define Mix Understanding Stages & Phases Define Interests Identify Limits & alternatives Planning Process Set targets Goals Strategy Assess Social Context of Negotiation Analyze other party Present issues to other party Protocol of Negotiation

15. *Single, multiple, single  multiple Define Issues *Identify previous experience in similar negotiations *Research to gather info, consult with experts in area of issues ‘Valuate’ issues Assemble Issues Define Mix Connections b/w issues Define Interests Articulate the ‘why’ for issues Substantive, process related, relationship based (select a strategy) Resistance point Identify Limits & Alternatives BATNA (define whether negotiated agreement is better than another possibility) *Specific, difficult but achievable, verifiable *Positive Thinking *Different ways of packaging issues *Trade-offs and Throwaways Set targets *Target point *Opening Bid *Range Assess social context of negotiation

16. Set targets *Constituents Assess social context Of negotiation *Number of negotiators Current Resources, Interests, Needs Objectives Reputation/Style Other’s BATNA Other’s Authority Other’s Strategy & Tactics *Social Rules etc Analyze other party Present issues to other party *Supporting validated facts with argument *Refuting arguments of other party with counter arguments Agenda Location Duration Things to do if non agreement Record of issues agreed upon Method of evaluating quality of agreement Protocol of negotiation

17. End here

18. *Single, multiple, single  multiple Define Issues *Identify previous experience in similar negotiations *Research to gather info, consult with experts in area of issues ‘Valuate’ issues Assemble Issues Define Mix Connections b/w issues Articulate the ‘why’ for issues Define Interests Substantive, process related, relationship based (select a strategy) Resistance point Identify Limits & Alternatives BATNA (define whether negotiated agreement is better than another possibility) *Specific, difficult but achievable, verifiable *Positive Thinking *Different ways of packaging issues *Trade-offs and Throwaways *Target point Set targets *Opening Bid *Range *Constituents Assess social context Of negotiation *Number of negotiators Current Resources, Interests, Needs Objectives Reputation/Style Other’s BATNA Other’s Authority Other’s Strategy & Tactics *Social Rules etc Analyze other party Issues Agenda Protocol Present issues to other party *Supporting validated facts with argument *Refuting arguments of other party with counter arguments Location Time period Constituents Failures?