1. 4-1 Negotiation Strategy and Planning Rights Reserved

2. Systematic Planning Most negotiation outcomes are left to chance…why? Advance planning is overlooked: Time constraints Boring / Tedious Interested in Action / Doing The result is either no deal or suboptimal deals (winners curse, leave value on the table for one or both parties) Were not as quick, smart or clever as we think we may be. Results are failed or suboptimal negotiations: Lack of clear objectives Inability to evaluate offers accurately Inability to understand alternative proposal strengths & weakness

3. Use of Planning Research suggests (Rackham, 1980) that “skilled negotiators” vs. “average negotiators”: Explored a wider range of options for action Worked harder to find “common ground” with the other party Spent more time considering long term implications Thus, the skilled negotiators were able to understand fully when to accept, reject or continue negotiating. Were significantly more likely to set: Upper limits, Lower limits Understand the negotiating range of acceptable settlements

4. Key Steps to an Ideal Negotiation Process Negotiation proceeds through distinct phases or stages: Beginning phase (planning, initiation) Middle phase (negotiation, problem solving) Ending phase (resolution)

5. Key Steps to anIdeal Negotiation Process 4-5 P1, P2 & P3 Preparation What are the goals? How will I work with the other party? Relationship building Understanding differences and similarities Building commitment toward a mutually beneficial set of outcomes Information gathering Learn what you need to know about the issues (Eg.. Range [ZOPA] from Baker-Andersen)

6. Key Steps to anIdeal Negotiation Process P4, P5, P6 & P7 Information using Assemble your case/argument Bidding, Trading: The Dance. Each party states their “opening offer” Each party engages in “give and take” Closing the deal Build commitment, step-by-step. Implementing the agreement (who, what, when)

7. Negotiation: Most refer to it is simply step’s 5 & 6: Skilled negotiators employ all 7 steps.

8. Questions???

9. Goals, Strategy and Planning A review of the whole negotiation process…

10. Goals

11. Goals Types of Goals Need to be Specific, Measurable, Easy to Communicate. May be Win-Win or Win Loose, depending on your situation. E.g. A Cheap Car? Vs. New car 5 below dealer cost Better sales results vs. Sales growth 5% better than the industry growth rate. Substantive Goals Money Specific Outcome Result or Behavior Change Intangible Goals Reputation (maintain or create) Winning Market Entry Selling your company(any price) Procedural goals Agenda, Location, Law, Input in outcome

12. Goals – The Focus That Drives Negotiation Strategy Determining goals is the first step in the negotiation process Negotiators should specify goals and objectives clearly -prioritized The goals set have direct and indirect effects on the negotiator’s strategy. E.g. Money $$$ or a Specific Action/Outcome Process goals, dates, timing Reputation and Relationship.

13. Strategy

14. Strategic Options 4-14 Per Dual Concerns Model, choice of strategy is reflected in the answers to two questions: How much concern do I have in achieving my desired outcomes at stake in the negotiation? How much concern do I have for the current and future quality of the relationship with the other party? r

15. Strategy: The Dual Concerns Model - Modified Integrative Strategy Compromising Distributive, Win –Loose Strategy No Deal, I Have a better BATNA Accommodation: I let you win, enhance relationship: Compromise for Future?

16. Dual Concerns Model

17. Strategy versus Tactics Strategy:The overall plan to achieve one’s goals in a negotiation based on situation and resources available Tactics:Short-term, actions designed to enact or pursue broad strategies Tactics are subordinate & driven by strategy Planning:The “mapping” component of the strategy process Example: Integrative strategy designed to build and maintain a productive relationship, & create the most value between the two. Example: Open –ended questions, active listening to understand others genuine interests, problem solving or hard ball actions Example: How will I implement the strategy?

18. Planning

19. Getting Ready to Implement the Strategy: The Planning Process Define the issues Assemble the issues and define the bargaining mix The bargaining mix is the combined list of issues Define your interests Why you want what you want Know your limits and alternatives Set your objectives (targets) and opening bids (where to start) Target is the outcome realistically expected Opening is the best that can be achieved Assess constituents and the social context of the negotiation

20. Negotiating Planning Guide Lewecki Text Chapter 4, Figure 4.3

21. 4-21 The Social Context of Negotiation: “Field” Analysis ©2006 The McGraw-Hill Companies, Inc., All Rights Reserved McGraw-Hill/Irwin

22. Getting Ready to Implement the Strategy: The Planning Process 4-22 Analyze the other party Why do they want what they want? How can I present my case clearly and refute the other party’s arguments? Present the issues to the other party ©2006 The McGraw-Hill Companies, Inc., All Rights Reserved McGraw-Hill/Irwin

23. 4-23 Getting Ready to Implement the Strategy: The Planning Process Define the protocol to be followed in the negotiation Where and when will the negotiation occur? Who will be there? What is the agenda? ©2006 The McGraw-Hill Companies, Inc., All Rights Reserved McGraw-Hill/Irwin

24. Summary on the Planning Process “...planning is the most important activity in negotiation.” It provides you the information to do the negotiation. Otherwise you have no arguments.