Self Assessment - Negotiation Strategy
How Self Assessment is Used in Developing a Negotiation Strategy
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Table of ContentsWhat is Self Assessment in a Negotiation?Elements of Self-Assessment in a NegotiationInterests Alternatives & Resistance (Reservation) Point Target or Desired Outcome Risk Propensity Discussion Question
What is Self Assessment in a Negotiation?
A good negotiator begins by the strategic planning process by assessing her interests, BATNAs, and otherwise framing up their side of the negotiation. In doing so, she will seek to understand both sides of the negotiation.
Understanding one's own position, however, must come before a party is able to understand the other party's position.
Numerous aspects of self-assessment are discussed below.
Next Article: Assess the Other Party when strategically planningBack to: NEGOTIATIONS
Elements of Self-Assessment in a Negotiation
Relevant aspects include:
Identify the interests at stake in the negotiation. Prioritize these interests based on personal objectives. If interests are interrelated, attempt to determine optimal outcomes for combinations of interests.
Alternatives & Resistance (Reservation) Point
After determining the interests at stake (or potentially at stake) in a negotiation, determine the Best Alternative to a Negotiated Agreement (BATNA) for each interest. This will allow you to identify a reservation point as to that interest.
Recall, the reservation point regards the point at which you are indifferent as to whether you reach an agreement or pursue an available alternative.
After determining the BATNA for each interest, consider all of the interests collectively. Unfortunately, there may not be a single BATNA for all interests collectively.
Nonetheless, by considering interests together, you should be able to envision an agreement concerning multiple (or all) interests that is more valuable than if you were to choose your BATNA for any single interest.
That is, agreeing to accept an outcome that is worse than your BATNA for any individual interest may allow you to grab far more value from the other available interests.
Target or Desired Outcome
Once you have identified all the relevant interests in a negotiation, you should identify the desired outcome for each of these interests. From there, you can establish a target point, which is the upper limit of what you expect to get out of the negotiation.
Note that what is ideal for each interest may not be reasonable. So, setting your target point may require some give and take among the interests.
There is a fine line between expecting too much and conceding too much in setting the target point.
Risk is the probability of an undesirable outcome. Understanding that risk is a part of any structured negotiation, try to understand your willingness to accept the possibility of an outcome that is negative or does not meet your interests.
Understanding your risk propensity will help you in determining or setting your negotiation BATNA.
- 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 any other aspects that should be included in a self assessment? Do you see how the various considerations are interrelated?