Negotiation Strategy

Больше похоже на это

Newbies Collection Start your Journey in DMLT@SAP (under construction / updated March 2021)

от Laupp Laupp

Play Therapy

от Sadye Bockhoff

Attitude

от Muhammad Hasnan Mohd Salim

The Marrow Thieves Close Reading Essay

от Gloria Xie - Cawthra Park SS (2202)

If humans are motivated to prefer one direction within the pair, their intrinsic motor endures angst from the opposite direction

Negotiation Strategy

Mixed theories: The Harvard Concept

4. Find objective criteria

Encourage mutual acceptance of criteria - builds trust, both parties know the outcome is based on fair standards

Defend criteria-based solutions

Separate discussion from bargaining

Establish fair standards - objective benchmarks

3. Develop options

Generate multiple options - Brainstorm

Explore shared interests

Avoid a fixed-pie mentality

Expand the pie

2. Separate interests from positions

Create solutions that satisfy underlying interests

"Why" and "why not" questions - clarifies true motivations

Prioritize interests over rigid demands

Identify underlying needs

1. Separate people from problems

Distinguish relationship from the issue - negotiation as a problem-solving exercise not personal conflict

Open communication - active listening and acknowledging emotions

Focus on interests, not personalities

Maintain respect

Machiavelli's prince principles

Machiavelli's strategy does not extend outside of the competition negotiation

While love tears at every opportunity like a ribbon, fear of punishment never wanes.

People are ungrateful, inconsistent, deceiving, cowardly in time of danger and greedy for profit

Being both loved and feared is desirable - if they cannot be combined fear is preferable

Advantageous to be able to put on different faces

Those succeed who break their promise at the right moment

Short-term planning, conflict potential incredibly high

The principles he mentioned can only be recommended in a limited way

General guidelines

Strategic considerations

Components which set the framework for the entire strategy

The personality

The personal ethic

The objective setting

3. While organizing theories and choosing appropriate one we put them on a graph. This can be used while assessing the situation and keep track of turbulent negotiations

2. A summary of different negotiation theories/concepts will give a good overview of the main approaches

1. Principles for the choice of strategy provide orientation before starting the negotiation

Guidelines consist of principle considerations and the situational matrix that serves as a matrix for strategic choices

Master Negotiator strategy depends on several factors that are different for every negotiation situation

There's no one formula/strategy which would always work

Chosen strategy does not predetermine any concrete actions

The Master Strategy

Co-ordination negotiations

Negotiation

May serve as a training ground

Allows participants to save time and energy

Resource-conserving approach for situations with minor conflicts

Relationship negotiations

Empathetic communication, emotional balance

Best if ongoing positive rapport is crucial

Avoids tactical manipulations, focuses instead on trust-building

Relationship over specific negotiation outcome

Partnership negotiations

Avoids aggressive tactics

Interests of the partners wishes and ideas

Creativity and communication focused strategy

Worth time to explore the interests of your negotiation partner

Aims to balance conflict resolution with long-term relationship building

Competition negotiations

Structured tactics like detailed bluffs and counter-arguments

Techniques like argumentation, stress tactics, "thick skin" approach

Little to no emphasis on relationship building, energy is directed towards winning outcomes

Focuses on short-term and high conflict objectives

The principles of Robert McNamara

Never say never

Rationality will not save us

Empathise with your enemy

President Nixon principles

Never give up inulaterally what could be used as a bargaining chip. Make sure your adversaries give something for everything they get.

Always leave your adversary a face-saving line of retreat

Never seek publicity that would destroy the ability to get results

Never be belligerent but always be firm

Always be prepared to negotiate, but never negotiate without being prepared

Main strategies

Politically inspired strategies

Useful in case of negotiaions with diverse interests, because it balances assertiveness with adaptability

Sees counterparts interests as a whole while safeguarding one's own

Derived from political negotiation tactics, it values calculated flexibility and empathy

Tactical and technique-oriented strategies

Less focus on relations-building which is disadvantage in case of repeated interactions

Good in high-stakes, short-term or competitive cases

Emphasizes precise and planned tactics (argumentation techniques, stress application)

Creativity and option-focused strategies

Adapts to changing dynamics - flexibility which is helpful in case of discussions stalling or reaching a deadlock

Builds on trust - creativity can flow if both parties are open to share and explore ideas

Balances imaginativ ideas with practicality

Avoids zero-sum thinking, instead tries to expand the pie

Outside the box solutions - reframes challenges and looks for unconventional win-win outcomes

Encourages brainstorming while utilizing creative thinking methods like mind mapping to explore many options

Communication focused strategies

Knows when to end - if other part is unyielding, notices the"minus" situation and avoids wasting resources

Plus-situation where counterpart says "yes" to your offer without much deliberation is basically luck

Employs active listening - clarifying questions

Applying I-messages instead of You-messages expressing needs without defensiveness

Gordon 3 different approaches to the communication partner

Method 3 - approach without losers

Methof 2 - the opposite. needs and interests are suppressed. Reversed premises.

Method 1 - win/lose method one's position is recklessly presented and pushed through

Prerquisite is the intention to find a mutually beneficial solution and showing real interest in the needs of the counterpart

Efficient communication, appropriate selection of verbal and body language

Personality type oriented strategies

Fritz Riemann 4 basic forms of angst in his personality theory

Those fears have to be discerned to be able to use them

Its opposite longing for change and risk

The longing for duration and security

Its opposite motivation for self-sacrifice and affiliation

Longing for self-preservation

Kennedy theory with "red" and "blue" negotiation styles

Influencing with empathy

Analyses personal traits

Tailors to individual motivations and intentions

Relationship focused strategies

Staying in touch and reinforcing agreements keeps strong relationship

Works only if both sides are committed to a win-win outcome

May not suit short-term and competitive scenarios

Prioritizes mutual benefit and open communication to foster long-term relationships

Builds a foundation of trust and fairness

Assign enough time to build up a win-win mentality before starting to bargain