In this chapter you will learn what negotiators should do before opening negotiations. The effective strategizing, planning, and preparation are the most critical pre cursors for achieving negotiation objectives. With effective planning and target setting, most negotiators can achieve their objectives; without them, results occur more by chance than by negotiator effort.
In this chapter, we reviewed the key factors that a negotiators needs to know and undersand to successfully plan for a negotiation. So, first of all you have to know what Goals-The objectives that drive a negotiation strategy is, and select the strategy that is most likely to achieve one's objectives, and also take into consideration the long-term relationship with the other party. And you have to know how they "frame" the problem, issue, or conflict.
· There may be other ways to define the problem that may make it more or less anenable to negotiation and resolution.
· The other party may not be defining it in the same way, which may contribute to the ease or difficulty with which the parties can communicate about the problem with each other.
After all, you will learn about the disscussion of planning and strategizing by exploring the broad process of strategy development, starting with defining the negotiator's goals/objectives. Then understanding the process of developing a strategy to achieve those goals, discussion of the issues at stake, and exploration of how the definition of those issues may change over the course of a negotiation, address the typical stages and phases of an evolving negotiation, and how understanding them may affect planning.
Finally, the critical steps involved in creating a plan to execute a strategy are discussed.
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