There are four ways that goals directly affect negotiation:   1

There are four ways that goals directly affect negotiation:

1. Wishes are not goals, especially in negotiation. Wishes may be related to interests or needs that motivate goals but they are not goals themselves. A wish is a fantasy, a hope that something might happen; a goal is a specific, focused target that one can realistically develop a plan to achieve.

2. One's goals may be, but are not necessarily, linked to the other party's goals. Linkage between two parties' goals defines an issue to be settled (see the discussion of issues later in this chapter) and is often the source of conflict. At the beginning, my goal is to get a car cheaply, and the seller's goal is to sell it at the highest possible price (and profit); thus, the "issue" is the price I will pay for the car. If I could achieve my goal by myself, without the other party, I probably wouldn't need to negotiate.

3. There are boundaries or limits to what "realistic" goals can be (see the discussion of walkaways and alternatives later in this chapter). If what we want exceeds these limits (i.e., what the other party is capable of or willing to give), we must either change our goals or end the negotiation. Goals must be attainable. If my goal—"to buy this car at a cheap price"—isn't possible because the seller won't sell the car "cheaply" (notice that "cheaply" is an ambiguous goal at this point), I'm going to either have to change my goal or find another car to buy, (and perhaps from a different dealer).]

4. Effective goals must be concrete, specific, and measurable. The less concrete, specific and measurable our goals are, the harder it is to (a) communicate to the other Page 91party what we want, (b) understand what the other party wants, and (c) determine whether any given offer satisfies our goals. "To get a car cheaply" or "to agree on a price so that the loan payment does not use all of my paycheck" are not very clear goals. What do I mean by "use up my paycheck"? Is this every week's paycheck or only one check a month? Do I want the payment to be just under 100 percent of the paycheck, or about 50 percent, or perhaps even 25 percent? Today's paycheck only, or the paychecks expected over the life of the loan? Is this payment the largest amount I think I can possibly pay? Is it the payment that could be paid with little or no inconvenience? Or is it the payment calculated after reading that one shouldn't pay more than 15 percent of one's monthly salary for a car payment? The negotiator has to determine exactly how big a payment can comfortably come out of his or her paycheck at present interest rates and add to that what is available for a down payment in order to be able to negotiate exactly what he or she is willing to pay a month. 

Answer & Elaborate A and B below: 

A.  Provide an example of a negotiation situation from the experience, where one of the four ways directly impacted the selection of your strategy. 

B. Analyze how you would implement the planning process into a negotiation situation to achieve your goals. Please be specific and detailed in your answers. 

reference: 

"The planning process:"

1. Define the negotiating goal.
2. Defining the major issues related to achieving the goal.

3. Assembling the issues, ranking their importance, and defining the bargaining mix.
4. Defining the interests.
5. Knowing your alternatives Best Alternative to a Negotiated Agreement (BATNAs).
6. Knowing your limits, including a resistance point.
7. Analyzing and understanding the other party's goals, issues, and resistance points.
8. Setting one's own targets and opening bids.
9. Assessing the social context of negotiation (for example, who is at the table, who is not at the table but has a strong interest in the negotiation outcomes, and who is observing and critiquing the negotiation).
10. Presenting the issues to the other party: substance and process.