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Essay / Research Paper Abstract
This 4-page paper discusses the preparatory phases of negotiation, as outlined by Peterson and Lucas in their article "Expanding the antecedent component of the traditional business negotiation model: Pre-negotiation literature review and planning-preparation propositions" from the Journal of Marketing Theory and Practice (Fall, 2001).
Page Count:
4 pages (~225 words per page)
File: D0_MTpreneg.rtf
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Unformatted sample text from the term paper:
of negotiators). The following questions are based on the paper "Expanding the antecedent component of the traditional business negotiation model: Pre-negotiation literature review and planning-preparation propositions," by Robert M. Peterson
and George J. Lucas. The article was published in the Journal of Marketing Theory and Practice (Fall, 2001). What are the fundamental phases of pre-negotiations?
According to the authors and the literature they review, fundamental phases of any type of pre-negotiation (or any type of project, for that matter), including planning and
preparation. Breaking that down, the authors suggest that there are four sets when it comes to planning: intelligence gathering, formulation, strategy and preparation.
Intelligence gathering, in its most basic form, involves research, and, as the authors point out, "the act of collecting, processing, analyzing and evaluating available data concerning the other party and
relevant environmental factors" (p. 31). While knowing the environment and surroundings is certain important, knowing the other party, its desires, strengths and weaknesses, is also important as well.
Formulation is described as determining what the most important issues are when it comes to negotiation. The authors here point out that this is where
intelligence gathering truly helps - the more that the negotiator knows the other side, the more the negotiator knows the other sides "best alternative to a negotiated agreement" (BATNA, as
its also called). Basically, any type of negotiation needs a guide (otherwise both negotiators will be all over the place, with no roadmap).
Strategy, also in its most basic form, involves integrating goals and objectives (or action sequences) into the whole of the plan. In negotiation, strategizing involves employing aspects to help
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