What is a strategic objective in a negotiation?

Effective strategic planning will incorporate an orientation and method for achieving a particular outcome or objective. 

Notably, the motivation to negotiate and the sources of power in a negotiation relate closely to the methods for achieving a strategic objective. 

Recall, a strategic objective is more broad than a desire for a specific outcome. It encompasses the means or method for effectuating the strategy. 

Further, tactics are used to achieve the objective in a manner consistent with the strategic orientation. 

You will notice how these strategic objectives are closely related to the drivers of a strategic orientation. 

What are some Examples of Strategic Objectives in a Negotiation?

Some common strategic objectives include:

• Claiming Value
• Improving one’s Interests and Positions
• Free flow of information
• Commonalities
• Options for Mutual Gain

Each of these is discussed below.

Claiming Value 

Claiming value is a hallmark of a distributive negotiation. It focuses on securing value for oneself at all costs (namely at the expense of the other party). This strategy generally leads to a loss of value in an integrative negotiation. 

Obtain Interests vs Improving a Position

Parties may attempt to address the needs and interests (not positions) of all parties. Understanding the other party’s priorities are not the same as your own is a cornerstone of effective negotiation. 

Free Flow of Information 

Recall that parties selectively disclose information about themselves to, in turn, extract information about the other party. This tactic seeks to uncover information that can be a source of power in the negotiation. Notably, fostering the free flow of information in a negotiation promotes the development of good integrative solutions. In contrast, a willingness to share information is not a characteristic of distributive negotiations. 

Establish Commonalities 

Focus on emphasizing the commonalities between the parties and minimizing the differences. This approach can generate empathy, and emotional connection, and a cooperative orientation in the parties. 

Identify Options for Mutual Gain 

Search for solutions that meet the needs and objectives of both sides, which is critical to the success of an integrative negotiation. Be wary of competitive behavior that seeks to diminish mutual gain. 

Related Topics

• 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?