Negotiation
In chapter 2, we learned the key factors that the negotiator need to know and understand in order to successfully plan a negotiation. First, we learned that the negotiators are different based on the goals they select. Goals can be general or specific and it can be tangible or intangible. Goals and frames can shape each other. Negotiators are also different based on hoe they “ frame” the problems, issue, or conflict. We have to choose the most likely strategy. Such as, collaboration, accommodation, competition, and avoidance to use in order to achieve one’s objective. Also, we have to consider the long –term relationship with the other party. According to certain predictable sequences, negotiators tend to evolve over time. These sequences comprise stages or phases of a negotiation: preparation, relationship building, information gathering, information using, bidding, closing the deal, and implementating the agreement. Effectively attending to each of these steps should allow a negotiator to be very well prepared for the problems the negotiator is going to face.
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