Negotiation 2. Negotiation: Strateging, Framing, and Planning

chapter 2
Negotiation : Strategizing, framing and planning

This chapter basically explains the key factors that a negotiation needs to know and understand to successfully plan for negotiation . The first step in developing and executing a negotiation strategy is to determine one’s goals. Negotiation differs in the goals they select. Goals can be specific ( to achieve a particular outcome) or they can be more general ( to pierce a broader set of interests)
Goals are of two kinds one is tangible and the other is intangible. Tangible goals could be a particular rate of source of financial outcome and intangible goals might be winning , beating the other or defending a principle.
Strategy is to achieve one’s goals of the overall plan though there is miner difference between strategy and tactics. Hence they seem to be indistinct but one of the major differences is that of scale perspective or immediacy. Tactics are short –term, adaptive while that of strategy are structured directed and driven by strategy consideration. Planning is an integral part of the strategy process the action component
Goals can be achieved by defining the frames. Framing is about focusing , shaping and organizing the world around us . It is about making sense of a complex reality and defining it in terms that are meaningful to us. Frame is critical to understand strategy. Both parties have frames and they are controllable in some extent. There are several major strategies that can be used in negotiation and it all depends upon the type of the objective u hold. Objective could be collaborative and competitive
Negotiators differ in ho3w they “frame ‘ the problem , issue or conflict. There may be other ways to define it that may make the problem more or less amenable to negotiation and resolution. The other party may not be defining it in the same way , which may contribute to the ease or difficulty with which the parties can communicate about the problem with each other.
Negotiation tends to evolve over time according to certain predictable sequences. These sequences comprise the different stages comprised the different stages or phased of a negotiation l the models indicate that negotiation is not random process but has some predictable elements to it overtime.
There could be number of ways to do planning and it only differs form one to another in some set of sequences and negotiators should be aware of all the possible probability of consequences that may encounter during the process of negotiation.