NEGOTIATION: STRATEGY AND PLANNING
Effective strategy and planning are the most critical starting points for achieving negotiation. Effective planning and target setting allows negotiators to achieve their objectives, it is a very critical activity in the negotiation process.
One of the first steps in developing a negotiation strategy is to determine one’s goals. Goals are the focus that drives this process. When determining goals negotiators need to specify their goals and objectives clearly. Negotiators need to state what they plan to achieve and determine priority among their goals.
Once a negotiator communicates their goals they need to move to the stage of the sequence: selecting and developing a strategy. The strategy that you choose is very important it will help you accomplish your goals within the negotiation process.
Even though the line between strategy and tactics may seem unclear. The major difference is that of scale, perspective and immediacy. Tactics are short-term moves that are used to pursue a strategy. Tactics are structured, directed and driven by strategic consideration.
Before you can explore the specific planning process for negotiation it is important to understand the typical steps or flow in a negotiation in order to understand how negotiations are likely to evolve and why planning is so important.
There are several key steps to an ideal negotiation process: Preparation, relationship building, information gathering and information using.
The dominant force for success in negotiation is in the planning that takes place prior to the dialogue.
In summary, without an effective plan negotiators are more likely to fail at negotiation. Planning allows negotiators to design a road map that will guide them to an agreement. Although a road map will need to be modified during the negotiation process it is far more effective than if you attempted to work without one.
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