4.2 Setting Goals and Priorities

Effective negotiation preparation involves setting SMART goals, prioritizing objectives, and conducting thorough research. Balancing short-term gains with long-term relationships is crucial, as is anticipating roadblocks and developing contingency plans. Aligning goals with broader interests ensures a consistent strategy.

Understanding negotiation parameters is key. Defining your BATNA, determining reservation points, and identifying the ZOPA provide a solid foundation. These elements help establish a clear bottom line, guide strategy development, and ensure you're prepared to walk away if necessary.

Preparation for Negotiation

Setting negotiation goals

Top images from around the web for Setting negotiation goals

• 

  Objectifs et indicateurs SMART — Wikipédia View original

  Is this image relevant?

• 

  Goal Pyramid | Methods and Tools | English | Metodes.lv View original

  Is this image relevant?

• 

  SMART Model for Setting Goals. Setting Goals theory. S.M.A.R.T. model (s.m.a.r.t. framework ... View original

  Is this image relevant?

• 

  Objectifs et indicateurs SMART — Wikipédia View original

  Is this image relevant?

• 

  Goal Pyramid | Methods and Tools | English | Metodes.lv View original

  Is this image relevant?

1 of 3

Top images from around the web for Setting negotiation goals

• 

  Objectifs et indicateurs SMART — Wikipédia View original

  Is this image relevant?

• 

  Goal Pyramid | Methods and Tools | English | Metodes.lv View original

  Is this image relevant?

• 

  SMART Model for Setting Goals. Setting Goals theory. S.M.A.R.T. model (s.m.a.r.t. framework ... View original

  Is this image relevant?

• 

  Objectifs et indicateurs SMART — Wikipédia View original

  Is this image relevant?

• 

  Goal Pyramid | Methods and Tools | English | Metodes.lv View original

  Is this image relevant?

1 of 3

• SMART criteria guides effective goal-setting: Specific (clearly define desired outcome), Measurable (quantify progress indicators), Achievable (ensure realistic targets), Relevant (align with negotiation purpose), Time-bound (set clear deadlines)
• Thorough research enhances preparation gathering relevant data, understanding industry standards (market prices, common terms)
• Balance short-term gains with long-term relationship building objectives
• Anticipate potential roadblocks developing contingency plans (alternative proposals, concessions)
• Align goals with broader organizational or personal interests ensuring consistency with overall strategy

Prioritization of objectives

• Rank objectives hierarchically based on relative importance to negotiation outcome
• Distinguish between core interests (deal-breakers) and peripheral issues (negotiable points)
• Assess relative value of each objective considering potential impact on overall agreement
• Identify interdependencies between objectives recognizing how concessions in one area may affect others
• Analyze potential trade-offs determining which objectives can be compromised without sacrificing key interests
• Utilize decision-making tools like decision matrices or weighted scoring methods to objectively evaluate priorities
• Consider other party's likely priorities anticipating their key interests and potential areas of flexibility
• Maintain adaptability to adjust priorities as new information emerges during negotiation process

Understanding Negotiation Parameters

Defining BATNA

• Identify viable alternatives if negotiation fails (other suppliers, internal solutions)
• Objectively evaluate each alternative considering costs, benefits, and feasibility
• Select most favorable alternative as BATNA strengthening negotiating position
• Improve BATNA if possible through research or developing new options
• Use BATNA to determine walkaway point establishing clear bottom line
• Keep BATNA confidential during negotiation maintaining strategic advantage
• Continuously reassess BATNA as new information emerges during negotiation process

Reservation point and ZOPA

• Reservation point represents least favorable acceptable outcome considering both monetary and non-monetary factors
• Use BATNA to inform reservation point ensuring consistency with alternatives
• Estimate other party's reservation point through research and analysis
• ZOPA represents range between both parties' reservation points where agreement is possible
• Analyze potential for creating value within ZOPA identifying mutually beneficial solutions
• Prepare strategies to expand ZOPA if necessary (introducing new variables, reframing issues)
• Consider multiple scenarios within ZOPA developing flexible negotiation strategies
• Be prepared to walk away if agreement falls outside ZOPA maintaining negotiation integrity