国际商务谈判案Chapter4 (预习复习).docVIP

Chapter 4 Negotiation: Strategy and Planning Overview In this chapter, we discuss what negotiators should do before opening negotiations. Effective strategy and planning are the most critical precursors for achieving negotiation objectives. With effective planning and target setting, most negotiators can achieve their objectives; without them, results occur more by chance than by negotiator effort. Regrettably, systematic planning is not something that most negotiators do willingly. Although time constraints and work pressures make it difficult to find the time to plan adequately, for many planning is simply boring and tedious, easily put off in favor of getting into the action quickly. It is clear, however, that devoting insufficient time to planning is one weakness that may cause negotiators to fail. The discussion of strategy and planning begins by exploring the broad process of strategy development, starting with defining the negotiator’s goals and objectives then moves to developing a strategy to address the issues and achieve one’s goals. Finally, we address the typical stages and phases of an evolving negotiation and how different issues and goals will affect the planning process. Learning Objectives Goals – The focus that drives a negotiation strategy. Strategy – The overall plan to achieve one’s goals. Getting ready to implement the strategy: The planning process. Goals – The Focus That Drives a Negotiation Strategy Direct effects of goals on choice of strategy There are four important aspects to understand about how goals affect negotiations: Wishes are not goals, especially in negotiation. Goals are often linked to the other party’s goals. There are boundaries or limits to what goals can be. Effective goals must be concrete, specific and measurable. If they are not, then it will be hard to: Communicate to the other party what we want Understand what the other party wants Determine whether an offer on the table satisfies our goals. Goals can be tan