Answer:
Four Ways that goals directly affect negotiation are as follows:
Everyone wishes of something, but wishes do not comprise to goals. Goals are specified and targeted. For goals, planning is done to achieve them precisely.
Every party or individual has different goals. So to achieve those goals, there needs to be a linkage between the parties' ideas and goals. But this often leads to conflicts between the parties.
Realistic goals are the goals that are having the chance to be successfully achieved. This can include technology, skills, and others. So, there need to be some boundaries set for realistic goals.
the goals need to be effective. These goals need to be precise and specific enough, which results in the goals to get achieved successfully.
(a)
An example can be taken as of the price negotiation for a particular product that the customer needs to buy. The buyer has already decided on their budget and how much expenses they need to do. But the price of the product the vendor is selling at is high from the price that the buyer has determined. This will leads to conflicts between the parties as there is no mutual decision on the price of the product of both parties. This will lead to dominance and aggression between the parties. Or in other words, it is a competitive strategy.
(b)
Process of implementing the planning process into a negotiation situation to achieve your goals is as follows:
At the initial stage, we must analyze that the other party is ready to consider the information that we are delivering. The information can be:
Resources.
Needs.
Targets.
Reputation.
Strategies and others.
In the above situation, we have chosen a competitive strategy. So, this is the main task of how an individual is going to present this strategy and situation to the other party. As in the above example, we have seen that there was a conflicting situation that arose between the seller and the buyer. So the buyer needs to think the following:
What can be the facts that can lead the situation in my favor?
To whom the person need to talk and clarify the facts?
What is the viewpoint of the other party?