Negotiation Strategy: Planning is Critical
University of Phoenix
In negotiation the underlying interest of the party is equally as important as the outcome of acheivment. To meet the desired goals negotiators must be aware of the uniquely different needs and accomodations each desired goal requires. By accepting the differences between each desired goal the team will be better prepared in finding appropriate strategies and solutions.Negotiation should always be approached in a serious, well thought out manner to result proactively. Lack of planning often appears at the negotiating table as too much reliance on demands and ineffective attempts to persuade the opponent (Cronin-Harris, 2004). Author Cathy Cronin-Harris discusses good planning based on five strategies below, which may be the difference between effective negotiation and failed negotiation. In effective negotiation, establishing and ranking priority interests, assessing opposing parties’ priorites, understanding the representation of money, careful planning of factual inquiries and principle based money moves are the five strategies of planning in negotiation.
Prior to negotiation each party should thouroghly study possible outcomes, priority interests, and the ranks of importance all the different interest of the desired outcome may have. The reason for ranking items by importance is to have less important items to offer as trade during the process of the actual negotiation. Understanding the opposing parties’ desired outcome and priorities is also significantly inportant in planning for a smooth negotiation process. By understanding the desired outcomes of both parties involved a possible solution may be achieved benefiting both parties.
Prior to the process of a negotiation the negotiator must undertsand what money is representing if money is a possible outcome for either party. Most times money is only considered a...
Cited: Cronin-Harris, C. (2004, December). Negotiation Strategy: Planning Is Critical. Retrieved April 11, 2010, from www.phoenix.edu: http://search.ebscohost.com/login.aspx?direct=true&db=bth&AN=15290421&site=bsi-live
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