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Prioritizing Issues, Setting and Revising Goals

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Goal setting and contingencies. BATNA Best Alternative to Negotiated Agreement ... Prepare for diversion. Identify effective ways to respond ... – PowerPoint PPT presentation

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Title: Prioritizing Issues, Setting and Revising Goals


1
Prioritizing Issues, Setting and Revising Goals
  • Negotiation Conflict Management
  • Class 6
  • John D. Blair, PhD
  • Georgie G. William B. Snyder Professor in
    Management

2
Outline
  • Goal setting and contingencies
  • BATNA Best Alternative to Negotiated Agreement
  • Strategies to staying on track
  • Negotiating issue priorities
  • Team negotiations

3
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?

4
Example Career Search
  • Imagine you have just visited with several
    companies at your University career fair. Youre
    excited about the possibilities with 3 companies
    but know the job market is competitive.
  • Identify your ideal job/company
  • Identify your contingency goals

5
BATNA
  • What will I do if we cant 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

6
Developing Goals, Contingencies BATNAs
  • Read Toys, Toys, Toys
  • Identify important issues
  • Identify ideal outcomes for each issue
  • Identify contingency outcomes
  • Identify BATNA

7
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

8
Negotiating Issue Priorities
  • Negotiators may face times when the other party
    presents issues that havent 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

9
Issue Prioritization
Negotiator 1
Negotiator 2
Issue B
Issue C
Issue A
Issue B
Issue C
Issue A
Common Prioritization
Fold C into B due to relatedness
High priority
Interest
Disinterest
10
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
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