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    The Nature of Negotiation

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    delimaku
    Negotiation is a common activity that occurs in many everyday situations, not just formal deliberations. Successful negotiators plan effectively, understand both parties' perspectives, and use questioning, summarizing and exploring common ground to reach agreements and avoid conflicts. Key behaviors include focusing on interests rather than positions, testing understanding, and using feelings commentary rather than attacks. Effective negotiators are rated highly by both sides and have a track record of agreements that stick.

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    The Nature of Negotiation

    Uploaded by

    delimaku
    1K views10 pages
    Negotiation is a common activity that occurs in many everyday situations, not just formal deliberations. Successful negotiators plan effectively, understand both parties' perspectives, and use questioning, summarizing and exploring common ground to reach agreements and avoid conflicts. Key behaviors include focusing on interests rather than positions, testing understanding, and using feelings commentary rather than attacks. Effective negotiators are rated highly by both sides and have a track record of agreements that stick.

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    Negotiation is a common activity that occurs in many everyday situations, not just formal deliberations. Successful negotiators plan effectively, understand both parties' perspectives, and use questioning, summarizing and exploring common ground to reach agreements and avoid conflicts. Key behaviors include focusing on interests rather than positions, testing understanding, and using feelings commentary rather than attacks. Effective negotiators are rated highly by both sides and have a track record of agreements that stick.

    Copyright:

    Attribution Non-Commercial (BY-NC)
    Download as PPTX, PDF, TXT or read online from Scribd
    Download as pptx, pdf, or txt
    1K views10 pages

    The Nature of Negotiation

    Uploaded by

    delimaku
    Negotiation is a common activity that occurs in many everyday situations, not just formal deliberations. Successful negotiators plan effectively, understand both parties' perspectives, and use questioning, summarizing and exploring common ground to reach agreements and avoid conflicts. Key behaviors include focusing on interests rather than positions, testing understanding, and using feelings commentary rather than attacks. Effective negotiators are rated highly by both sides and have a track record of agreements that stick.

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    At a glance
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    The key takeaways are that negotiation is an everyday activity and involves interdependent parties making decisions through peaceful means without a clear procedure.

    People may fear negotiation because they associate it with hostility and intimidation or because they think it requires being verbally persuasive. They may also avoid taking positions due to conflict aversion.

    The core model of negotiation includes underlying concerns, proposals, problems, assumptions, issues (internal, horizontal, vertical) and roles like stabilizers, non-stabilizers and a quasi-mediator.

    NEGOTIATION in Brief…

    The Nature of Negotiation

     When most people hear the word negotiation they usually think of
    large, complex, formal deliberations.

     In fact, all of us negotiate every day, for example, in one or more of


    the following situations:
     We arrive at an intersection simultaneously with three other cars
     We need to decide how to share a scarce resource
     We must work out an arrangement with other people to share
    the tasks and chores of daily living
     We need to influence someone to change his or her mind
    When is Negotiation Needed?

    1. Two or more parties must make a decision about their


    interdependent goals and objectives.
    2.
    3.
    4. The parties are committed to peaceful means for resolving
    their dispute.
    5.
    6.
    7. There is no clear or established method or procedure for
    making the decision.
    Fear of Negotiating
     It is important to understand several things:
     Given all of the situations in which we are interdependent with others
     If we truly fear conflict, we will probably either avoid taking any position
    or we will take an arbitrary and (probably) unrealistic position, and still
    not get what we want.
     Negotiation does not have to be a hostile, bloody, or psychologically
    intimidating process to be successful.
    ◦
     A second reason people fear negotiation is that many of us have the
    idea that to be successful at negotiation we need to be verbally glib
    – very articulate, very persuasive, a fast and smooth talker, even a
    con artist.
    Fear of Negotiating (Continue..)

     Negotiation is a complex human activity.


     It involves a dynamic interpersonal process.
     It requires the intellectual ability to understand the key factors that tend to
    shape and characterize different negotiation situations.
     It requires skills, both behavioral and analytical, to diagnose negotiation
    problems and select the correct strategies and approaches.
     It also requires and understanding of one’s own personality and one’s
    system of personal ethics and values, because these will affect how we
    perceive situations and how we determine the appropriate strategy and
    tactics.
     Finally, negotiation is a learnable process.
    ◦
    Core Model of Negotiation

    VERTICAL
    ISSUES PROPOSALS PROBLEMS ASSUMPTIONS

    UNDERLYING CONCERNS

    INTERNAL
    HORIZONTAL
    Stabilizers, Non Stabilizers & Quasi
    Mediator

    STABILIZERS Seek agreements


    Avoid disruptive consequences

    Seek opportunities to settle

    NON STABILIZERS Do not like the negotiation


    Tend to disagree with most of the proposals

    Tend to use power and see the disruption

    QUASI MEDIATOR Plays several roles


    Act as spokesperson of success

    Mediator between Stabilizers and Non Stabilizers


    The Behavior of Successful
    Negotiators

     He should be rated as effective by both sides



     He should have a track record of significant successes

     He should have a low incidence of implementation failure

     (The Rackhman Study)


    Face – to – Face (Skilled Negotiators)

    AVOID USE

    IRRITATORS Behavior labeling (except disagreeing)

    COUNTERPROPOSALS Testing understanding and summarizing

    DEFEND/ATTACK SPIRALS Lots of questions

    ARGUMENT DILUTION Feelings commentary


    Effective Planning for Negotiating
     Amount of Planning Time

     Exploring Options

     Common Ground

     Long Term VS Short Term

     Setting Limits

     Sequence and Issue Planning

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