FIU WK 4 Direct Effects of Goals on Choice of Strategy or Negotiation Discussion

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Exercise Content Class: Negotiation & Conflict Resolution Week 4 Assignment Due Sunday, March 28th at 11:00 AM. In the class textbook Essentials of Negotiation 5th ed., read Chapter 4 and write a 1,000word (minimum) essay that answers the questions below: 1. Describe the Direct Effects of Goals on Choice of Strategy. 2. Explain Strategy versus Tactics and describe Unilateral versus Bilateral Approaches to Strategy. 3. Describe the planning process. What should it have? Make sure to include at least 3 references with in-text citations and a conclusion (add a heading for the conclusion). Essay must be written in APA style. Assignment must be submitted blackboard. Please do not email the assignment. Title: Essentials of Negotiation, 5th Edition Author: Roy J. Lewicki, David M. Saunders, Bruce Barry ISBN: 978-0-07-353036-9 Publisher: McGraw-Hill Companies
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Direct Effects of Goals on Choice of Strategy

Four aspects show how goals affect the choice of strategy or negotiation.

First, in the negotiation, wishes are not held as goals. Wishes in the negotiation may be
associated with the interest or the needs that enhance goals.

The second aspect that shows how goals affect negotiation is that the goals of different
parties are usually interlinked. The link between goals of two parties' shows the issue that
needs to be addressed, and is usually the source of the existing conflict.

Thirdly, there are existing limits or boundaries on what goals can be. If what an
individual want is more or exceeds the limit (what the other party is willing to provide),
goals need to be changed, or the negotiation process gets to an end.

Finally, goals affect choice strategy if they are specific, measurable and concrete. If the
goal is less concrete or not measurable, it will be hard to maintain communication with
the other party in the negotiation process, it will be hard to comprehend the needs of the
other party, and it is difficult to determine if an offer presented by both parties satisfied
their goals.

Strategy versus Tactics

The line that differentiates strategy and tactics could be fuzzy; one difference between the
two concepts is the scale, the imminence and the perspective.

Tactics are usually short-term and adaptive procedures and moves designed to enact
strategies that enhance stability, continuity, and direction to behaviors

Unilateral versus Bilateral Approaches to Strategy

The unilateral choice is made without involving the other party in the negotiation
actively. Strategies that are pursued unilaterally are usually one-sided and ignores any
other information from the other party intentionally.

The bilateral approach involves both parties in the negotiations.

The bilateral approach is two-sided, considering information from both sides.

Planning Process

The foundation of a successful negotiation is in the planning process.

An effective planning process focuses on the definition of the issues, assembling the
issues, outlining the interest and resistance points, describing the alternatives, defining
the target, assessing constituents, analyzing the party, planning...

Excellent resource! Really helped me get the gist of things.

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