MGMT2004 Chapter Notes - Chapter 4: Negotiation, Endangerment, Best Alternative To A Negotiated Agreement
Document Summary
Direct effects of goals on choice of strategy: wishes are not goals, especially in negotiation. Wishes may be related to interests or needs that motivate goals, but they are not goals themselves. The less they are, the harder it is to a) communicate to the other party what we want, b) understand what the other party wants and c) determine whether any given offer satisfies our goals. In this case, progress will be made incrementally and may depend on establishing a strong relationship: relational goals tend to support the choice of a collaborative or integrative strategy, strategy vs. Tactics: tactics are short-term, adaptive moves designed to enact or pursue broad strategies, which in turn provide stability, continuity, and direction for tactical behaviors, tactics are subordinate to strategy; they are structured, directed and driven by strategic considerations. Usually a fixed amount of resources to be dived. Pursuit of own goals at the expense of those of others.
