Provide an example each of substantive intangible and proced

Provide an example each of substantive, intangible, and procedural goal in any one negotiation scenario. Briefly describe the negotiation scenario and identify the substantive, intangible, and procedural goals.

Solution

Goals that are tangible i.e. that are definable and measurable elements like money or specific outcome are called Substantive Goal: \"what to do, what decisions to make, where to go, how to allocate resources, or other externally objectifiable issues.

Intangible Goals means the goal of winning, getting the settlement at any cost or beating the other party.

The way the negotiations are handled are procedural goals.

A scenario of negotiation let say with the vendor will include Substantive goal in terms of quality and quantity of goods that vendor will deliver at and agreed price or for a consideration. Procedural goal is the way of taking forward the proposal. There is a procedure defined in most of the companies that is followed to select a vendor and before generating a vendor code.

Intangible goal comes when a vendor wants the deal so bad that he is willing to offer something that no other vendor can offer.