Goals and Best Alternatives
What is my goal in this negotiation? Why do I want to achieve this goal?
My goal is to sell my car. I want to sell the car so that I can finance the purchase of a truck that is on order.
What is my best alternative for achieving this goal if this negotiation is not successful?
I will sell the car to my friend Terry for $4,000.
Will I disclose my best alternative to the other side during this negotiation? (Usually “yes” if your alternative is strong and “no” if your alternative is weak.)
I might disclose that another buyer is interested, but will not disclose the price, which is less than what I hope to receive from Kyle.
How can I improve my best alternative? (By improving your alternative, you increase your power.)
I could try to find other buyers by placing more ads and by detailing the car.
What is the other side’s goal in this negotiation? Why does the other side want to achieve this goal?
Kyle obviously wants to buy a car, but at this point I don’t know the reason for this goal.
What is the other side’s best alternative for achieving its goal if this negotiation is not successful?
I assume that Kyle will buy a car from someone else.
How can I weaken the other side’s best alternative? (By weakening the other side’s best alternative, you increase your power.)
I will attempt to show that Kyle won’t get a better deal than what I am offering.