Strategic Objectives in Negotiations

The video tutorial explains negotiation strategy by breaking it down into orientation, objectives, and tactics. It clarifies the difference between goals and objectives, emphasizing how tactics are used to achieve objectives, which in turn help reach ultimate goals. Examples of objectives, such as claiming value and focusing on interests, are provided. The importance of free information flow and commonalities in negotiation is highlighted, showing how these elements contribute to achieving mutual gains.

What is the difference between objectives and goals in a negotiation?

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How can tactics be used to achieve objectives in a negotiation?

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What are some examples of objectives that can be pursued in a negotiation?

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Explain the concept of interests versus positions in negotiation.

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What role does the free flow of information play in negotiations?

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How can commonalities be emphasized during a negotiation?

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How can introducing options for mutual gain change the dynamics of a negotiation?

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