Summarize Essentials of Negotiation Chapter 2:Negotiation: Strategizing, Framing and Planning in Essentials of negotiation

Setting goals are the first step in the negotiation process. The goals set have direct and indirect effects on the negotiators strategy. Direct effects of goals have four aspects of how goals affect negotiation are important to understand: wishes are not goals, our goals are often linked to the other party’s goals, there are limits to what our goals can be, Effective goals must be concrete/specific. Indirect effects are forging an ongoing relationship. Strategy is the overall plan to achieve one’s goals in a negotiation and the action sequences that will lead to the accomplishment of those goals. Tactics is a short term, adaptive moves designed to enact or pursue broad strategies. Tactics are subordinate to strategy and driven by strategy. Planning is the “action” component of the strategy process.
Dual concern Model Defining the issues The Process of “Framing” the problem. Framing is about focusing, shaping and organizing the world around us. Negotiation needs framing because people have different backgrounds, experiences, expectations, and needs, they frame people, events and processes differently.