Chapter 4: Prioritizing Issues, Setting and Revising Goals potx

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 (e.g. 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 (e.g. 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