Download - Session 5 - Interpersonal Negotiation
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Influence of disclosure of information • Helps build trust
• Trust determines the simplicity or complexity of the solution
• Trust is also dependent on the simplicity or complexity of the problem
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Negotiation Outcome
• Agreements must meet the following criteria-
– Wise
– Efficient
– Implementable
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MANAGING NEGOTIATIONSDUAL CONCERN - MODEL
CO
NC
ER
N A
BO
UT
OT
HE
RS
’ OU
TC
OM
E
High
YIELDINGACCOMMODATION
PROBLEM-SOLVING
Low
INACTIONCONTENDING COMPETITION
HighCONCERN ABOUT OWN OUTCOME
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STEPS OF NEGOTIATING
• Prepare
• Argue
• Signal
• Propose
• Bargain
• Close
• Agree
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INFORMATION• Be clear and well informed
• Your starting point
– What do you want
– What do you really need
– What are you willing to sacrifice in exchange
– What are your priorities of needs and wants?
– What are your pressures, limits, or constraints:
• Economics
• Time
• Legal6
COMMON NEGOTIATING MISTAKES
• Inadequate preparation
• Not trying to problem solve
• Not listening
– Tone
– Key issues
– Signals of others
• Pulling rank/browbeating
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COMMON NEGOTIATING MISTAKES (Cont...d)• Scoring points for personal satisfaction
• Being aggressive
• Arguing
• Ignoring conflict
• Impatience
• Failing to end on a positive note
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Tricky Tactics
• Deliberate deception with phony facts
– Cross-check the facts independently
• Ambiguous authority-after getting a firm agreement, indicate that someone else’s approval is needed. “A second bite at the apple”
– Before starting on give and take, find out who has authority on the other side
– Insist on reciprocity, neither side committed to the draft
• Good guy/bad guy routine. Two people on the same side stage a quarrel. One tough and the other apparently accommodating
– Recognize the psychological manipulation
– Ask for reason
• Stressful situations. Sometimes setting deliberately designed to make you want to conclude quickly
– If the physical surroundings appear prejudicial, do not hesitate to say so
– Suggest changing places, taking a break, adjourning to a different place and time
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PRINCIPLES OF PROBLEM SOLVING IN NEGOTIATION
• A sense of cooperation rather than competition
• An abundance mentality
• A systems mentality: you & your partner are part of the entity
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Effective Negotiations
• Goodwill on both sides
• Giving and getting information
• Different people want different things
• People are willing to deal with you again
• Both parties confident the agreement will hold
• Each side has achieved something