https://padlet.com/kellykansh/xvieajw5006f en-us 2016-12-21 06:14:26 UTC 2017-01-08 12:00:09 UTC hello@padlet.com https://padlet.com/kellykansh/xvieajw5006f/wish/144974728 How does the type of goals affect a negotiation? For example, if the "I" goal of the person I am negotiating is to have a good self-esteem, how does it affect my negotiating strategy?
Also, do I change my negotiating strategy to help meet the GRIP goals of the person I am negotiating with or should the other person change their negotiating strategy to meet my GRIP goals?

Kelly
The thing is we can only assume what your counterpart's goals are and not know exactly what it may be. If for example you know the I goal of your counterpart, which is to have a good self-esteem, then this will be a awareness for you. You will play this to your advantage. 

Before you go for negotiation, you will first have to identify what are your GRIP goals. For example, if you want to be perceived as fair, in your discussion with your counterpart, you have to make sure that you are fair. So to answer your question, you have to adopt a negotiating strategy that will be in line with your GRIP goals. You can't control others to meet you GRIP goals also. ]]> 2017-01-02 14:43:33 UTC https://padlet.com/kellykansh/xvieajw5006f/wish/144974728 https://padlet.com/kellykansh/xvieajw5006f/wish/145043026 1)
I understand that prior to engaging a negotiation, it is best to identify our GRIP goals.

But as the video has stated, goals do change during/after negotiation.

So when this change happens during negotiation itself, how does one regroup and calmly go through the 4 process steps of "Getting Your GRIP"? So does this person just sit there in silence and thinking through all these steps in his mind, right in the midst of negotiation?

Kelly
Yes, your GRIP goals do change. For example, you want to be paid $5000 for the stress survey (gain aspiration). During the negotiation, depends on what was suggested, you may change your goal to accept it for $4000. You are right, you have to regroup your thoughts and think through what you really want.  Of course, you can use some delay tactics in the negotiation (we will talk about this in other chapters).

2)
GRIP goals can be prospective and retrospective?

Kelly
Yes it can be.


]]> 2017-01-03 12:00:50 UTC https://padlet.com/kellykansh/xvieajw5006f/wish/145043026 https://padlet.com/kellykansh/xvieajw5006f/wish/145128866 Would it be possible for one to fulfil all of his/her's G, R and I goal (suppose that all 3 are equally important) Any examples? Thanks

Kelly
Yes, it's possible.  But it depends if the other party wants to give in to you.  Your G goal can change during the negotiation itself. Your original G goal may be different. E.g i could get the stress survey for $4,000 and still maintain a good relationship with the counterpart and still get them to think of me as competent. ]]> 2017-01-03 17:34:48 UTC https://padlet.com/kellykansh/xvieajw5006f/wish/145128866 https://padlet.com/kellykansh/xvieajw5006f/wish/145193125 1) Since the goals are related to the negotiation strategy, then your other party will also have his/her own strategy, which is related to the conflict styles. Also, you have to consider the ranking of goals. Using your example, the "I" goal of the other party is most important, hence he is using the competing style/resolving strategy. If your "I" goal is of least important and "R" goal most important, then you may not want to compete with the other party, so you may use the accommodating style/resolving strategy.

-Huixuan

Kelly
Yes, good response ]]> 2017-01-04 03:26:16 UTC https://padlet.com/kellykansh/xvieajw5006f/wish/145193125 https://padlet.com/kellykansh/xvieajw5006f/wish/145315075 I do not quite understand process goals?
How would one ultilise process goals for the benefit of a negotiation?

Kelly
Process goals are just how you want the process of negotiation to be.
Like is it more collaborative or competitive eg. 
You have to consider is it better to collaborate or compete. As what we discussed earlier in conflict management styles, sometimes compete is good. And competition can also be a tactic. (We will talk about tactics in the next few chapters). ]]> 2017-01-04 16:55:18 UTC https://padlet.com/kellykansh/xvieajw5006f/wish/145315075 https://padlet.com/kellykansh/xvieajw5006f/wish/145409274 How does searching fr a common ground help in negotiation?

Kelly
Having a common ground helps to achieve identification. For example, there are good friends that you have that have similar likes and interests. Thus that makes you all good friends. In all human nature, you tend to let your guard down when you realize similarities among each other. This is an advantage to you in negotiation. ]]> 2017-01-05 03:50:56 UTC https://padlet.com/kellykansh/xvieajw5006f/wish/145409274 https://padlet.com/kellykansh/xvieajw5006f/wish/145429655 i understand that searching for common ground is essential in order to come to  a resolution however, it is very likely that if a person's "I" goal (e.g.. self esteem) is very important then searching for common ground could be very difficult. Sooo my question is what happens if common ground cannot be found during negotiation?

Kelly
I have a question for you: How is it so that if your I goal (eg. self esteem) is important than searching for common ground is difficult? In any case, if you cannot find a common ground, then you are just losing a bit of advantage that's all. ]]> 2017-01-05 09:24:58 UTC https://padlet.com/kellykansh/xvieajw5006f/wish/145429655 https://padlet.com/kellykansh/xvieajw5006f/wish/145802335 Searching for a common ground enables you to find a shareable ground so both parties are satisfied. If there is a sense of sharing and compromising, reaching an agreement would be easier.
-kym

Kelly
Yes, that's right ]]> 2017-01-07 06:23:56 UTC https://padlet.com/kellykansh/xvieajw5006f/wish/145802335