20 Questions
What is the first step in developing and executing a negotiation?
Formulating appropriate goals
What is the difference between wants and goals in negotiation?
Wants may be related to interests, while goals are specific and achievable targets
How are the goals of the two parties involved in a negotiation related?
They define the issues to be settled
What is an important characteristic of negotiation goals?
They must be attainable
What are the characteristics of effective goals according to the text?
Concrete, specific, and measurable
What impact can setting a learning goal have, according to the text?
It leads to higher performance than a specific goal or trying to do one's best
What is the purpose of defining your interests in a negotiation?
To understand why you want what you want
What is the meaning of setting targets and opening bids in the planning process of negotiation?
Target is the expected outcome while opening is where the negotiation starts
Why is it important to analyze the other party in a negotiation?
To understand their motivations and presentation of arguments
In the context of negotiation, what are the basic steps of the planning process according to the text?
Define issues, assemble issues, and define interests
In the context of negotiation, why are wants not considered goals?
Wants are not specific and focused targets
How are the goals of both parties involved in a negotiation typically linked?
The goals define the conflict
What is the critical aspect of negotiation goals, as emphasized in the text?
The specificity and attainability of goals
Why is it important to understand the direct and indirect effects of goals and strategies in negotiation?
To comprehend how goals influence decision-making and conflict
What is the potential consequence of setting specific goals in negotiation, according to the text?
They may deter learning and skill mastery
In the negotiation planning process, what does defining the bargaining mix involve?
Identifying the combined list of issues to be negotiated
What is an important consideration when setting objectives and opening bids in negotiation planning?
Identifying the outcome realistically expected
What is the potential risk of thinking too short-term in negotiation, according to the text?
It may lead to unfavorable long-term outcomes
What is an important reason for analyzing the other party in a negotiation, according to the text?
To understand what the other party wants
Why is it important to define your interests in a negotiation, according to the text?
To understand what the other party wants
Learn about the formulation of appropriate goals for negotiation, the importance of specific goals, and the direct and indirect effects of goals on negotiation strategies. Understand the difference between wants and goals in negotiation processes.
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