Chapter Two: Strategizing, Framing, and Planning
Summary:
In negotiation, we should set the goal to drive strategy, frame issue and implement the strategy. This chapter is about the strategizing, Framing and Planning. There are both direct and indirect effects of goals. First part, the author talked about the strategy which is defined as the overall plan to achieve one's goals in a negotiation. The tactic is short term plan driven by the strategy. The plan is the action or implementation. The second part is how to define the issue called The Process of Framing the problem. There can be many frames in one negotiation. Mismatching frame are sources of conflict. Finally, we are in the planning process. That means we are getting ready to implement the strategy. We should define and bargain the issues, express our interests, know our limitations and alternatives, set our targets, know who we have to consider, analyze the other party, and know how to present the issues to the other party.
Summary:
In negotiation, we should set the goal to drive strategy, frame issue and implement the strategy. This chapter is about the strategizing, Framing and Planning. There are both direct and indirect effects of goals. First part, the author talked about the strategy which is defined as the overall plan to achieve one's goals in a negotiation. The tactic is short term plan driven by the strategy. The plan is the action or implementation. The second part is how to define the issue called The Process of Framing the problem. There can be many frames in one negotiation. Mismatching frame are sources of conflict. Finally, we are in the planning process. That means we are getting ready to implement the strategy. We should define and bargain the issues, express our interests, know our limitations and alternatives, set our targets, know who we have to consider, analyze the other party, and know how to present the issues to the other party.
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