Chapter 4: Prioritizing Issues, Setting and Revising Goals potx

Chapter 4 Prioritizing Issues, Setting and Revising Goals Outline  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 BATNA 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 • Provides a safety net 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 relevant to the outcome 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  Seek a win-win approach rather than win-lose Issue Prioritization Negotiator 1 Negotiator 2 Issue A Issue B Issue C Issue A Issue B Issue C Common Prioritization High priority Interest Disinterest Fold C into B due to relatedness 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 and seek consensus . Chapter 4 Prioritizing Issues, Setting and Revising Goals Outline  Goal setting and contingencies  BATNA – Best Alternative to Negotiated. 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. 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 and seek