Summary chapter 4: Negotiation

Chapter 4 tackles the Strategy and Planning in Negotiation. Effective strategy and planning contributes to a good negotiation, negotiators achieve their goals and objectives by having sets of quality strategy. This chapter shows the process of strategy development, starting with the negotiators goals which have direct and indirect effect. Second is to plan, which is the strategy itself, in this phase the negotiator consider all elements that will affect the negotiation, and Alternative situational strategies are must be consider to face different outcomes. And the last will be to implement the strategy. You should be able to define the issues, interests, and alternatives before you go with the implementation process.