Upon completion of intelligence gathering, a negotiator is ready to set goals and identify contingencies. | 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 (. 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 (. 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 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 .
