OBJECTIVES DURING THE NEGOTIATION PROCESS

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OBJECTIVES DURING THE NEGOTIATION PROCESS

• Gilles Gauthier
• Institute of Applied Economics

Source Wilmot, William Hocker, W.
Interpersonal Conflict, McGraw Hill, 5th
edition, 1998, p. 71-77.
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OBJECTIVES DURING THE NEGOTIATION PROCESS

• 1. Objectives prior to negotiation (intentions
  )
• - Objectives identified and clarified before
  any interaction. Enhances the process for
  settling disagreements.
• 2. Objectives during negotiations
  (communication of interdependence)
• - Objectives uncovered during the interaction
  (objectives are complex and short-lived).

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OBJECTIVES DURING THE NEGOTIATION PROCESS

• - The parties exert mutual influence on each
  other.
• - Change of objectives shows ability (or lack
  of ability) to solve disagreements.
• 3. Post-negotiation objectives (retrospective
  look at the process).
• - Provides an explanation (justification?) to
  oneself and to others with regard to objectives.

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OBJECTIVES DURING THE NEGOTIATION PROCESS

• - The implications of a disagreement are not
  known until the disagreement is over.
• - Is a way to reach previous objectives before
  the next episode.
• - Allows one of the parties to save face.