Assessing Situational Aspects - Negotiation Strategy
How to Assess the Situational Aspects Affecting a Negotiation Strategy
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Table of ContentsHow do you Assess the Situational Aspects when strategically planning a negotiation?Common Examples of Situational Aspects Affecting a NegotiationDiscussion Question
How do you Assess the Situational Aspects when strategically planning a negotiation?
Situational aspects of a negotiation represent any characteristic of the negotiation situation that are not personal to the negotiators or characteristic of the social climate between them.
The situational aspects are innumerable. Some common examples are discussed below.
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Common Examples of Situational Aspects Affecting a Negotiation
Common examples of situational aspects might include:
- What are the interests at stake (and are they related)?
- What is the timing of the negotiation?
- What is the geography or location of the negotiators?
- What communication methods are employed?
- Is this a single or repetitive negotiation?
- Is there a power dynamic present?
- What resources are available to support the negotiation?
- Note: Scarce Resource Competition exists when people perceive one another as desiring the same limited resources. Are beliefs or ideologies an influence on the negotiation?
- Note: Consensus Conflict occurs when one persons opinions, ideas, or beliefs are incompatible with those of another.
- Is the negotiation a transaction or a dispute situation?
- Are the negotiations public or private?
Again, these are examples of contextual attributes that may be relevant to the negotiation.
Every negotiation is unique situational aspects that should be explored prior to and during the negotiation process.
- What is Strategy in Negotiation?
- How does Motivational Orientation affect strategic orientation?
- What is a strategic objective in a negotiation?
- What are some strategic objectives associated with negative outcomes?
- What is the process for developing a strategic negotiation plan?
- What is Self Assessment when strategically planning a negotiation?
- How should you proceed to Assess the Other Party when strategically planning a negotiation?
- How do you Assess the Situational Aspects when strategically planning a negotiation?
- How do you assess the Social Context when strategically planning a negotiation?
- What other factors are understood to affect strategy in a negotiation?
- Power Tactics and Strategy in a Negotiation?
- Tactics aimed at persuading a counterparty?
- Tactics to facilitate bargain within the Zone of Potential Agreement?
- Dealing with Distributive Negotiation Tactics?
- Integrative negotiation tactics?
Can you think of examples of other situational aspects relevant to a negotiation? Which of these situational aspects do you believe is generally most important in a negotiation?