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318 Negotiation
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- 1Tactic: 2-person team, one making impossible demands and the other making more reasonable ones - more reasonable ones are acceptedCounter tactic:
Put up a similar strategy - 2Tactic: Offer a low basic price then charge for extrasCounter:
Make the specification so detailed that there is no room for extras - 3Make an attractive offer with a strict deadline for acceptanceSpecify at the beginning of the negotiations what your timeframe is for decision-making
- 4Make two offers, one so unacceptable it makes the other reasonable by comparisonRefuse both offers, saying you'll look elsewhere
- 5Claim that even their best offer is so unreasonable that there is no way you could accept it.Make your best offer and don't budge.
- 6Approaches to negotiation:- Soft
- Hard
- Principled
- Distributive
- Integrative - 7Soft negotiationinvolves negotiation of positions rather than interest; negotiator takes a soft approach and teats the other side as friends, seeking agreement and offering concessions easily in the interest of preserving or creating relationships. Sides are more likely to be honest with each other as a result.
- 8Hard negotiationNegotiators see the other side as rivals and demand concessions as a condition of the relationship. Apply tricks and pressure in an effort to win, and distrust other side and play underhand games to try and gain an advantage.
- 9Principled negotiationWhere the first step is to understand that both parties have a certain set of interests. Although you may have a preferred solution, there will be a number of outcomes that work for both parties.
- 10Distributive negotiation (or fixed pie negotiation)Where you look at the property or goal of the negotiation as if it were a fixed amount of something; each party wants to get as much as they can for their side. This approach is best used if you will only be working with the counterparty a few times.
- 11Integrative approaches to negotiationSeek to create value between the parties. The idea is to work together to find the outcome that helps both sides. Works best when both sides concentrate on the main point of the deal, rather than coming up with many secondary points which they will then trade off as part of the process.
- 12What happens at the end of the negotiationThere will be an agreement; this may be an agreement to differ, if there is no position that is acceptable to both sides. In most cases, an offer will be made that is better than the points which either side cannot accept and an agreement will be reached.
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- Unit 318 Fichas sobre 318 Negotiation, creado por Sophie Hayes el 13/03/2019.
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- Sophie Hayes
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