This preview shows page 1. Sign up to view the full content.
Unformatted text preview: olutions to problems that are not exclusively of interest to only one of the negotiators.
35 Concepts for Integrative Bargaining
• Separate people from the problem Focus on interests, not positions Invent options for mutual gains Insist on using objective criteria 36 Distributive versus Integrative Bargaining 37 4. ACCOMMODATIVE STRATEGY
Winlose strategy (I lose, you win)
The negotiator wants to let the other win, keep the other happy, or not to endanger the relationship by pushing hard to achieve some goal on the substantive issues 38 Accommodative Strategy
Accommodative Strategy is often used; When the primary goal of the exchange is to build or strengthen the relationship and the negotiator is willing to sacrifice the outcome. If the negotiator expects the relationship to extend past a single negotiation episode. 39 • “In a successful negotiation, everyone wins. The objective should be agreement, not victory." • “The key to successful negotiation is to shift the situation to a "winwin" even if it looks like a "win
lose" situation. Almost all negotiations have at least some elements of winwin. Successful negotiations often depend on finding the winwin aspects in any situation. Only shift to a winlose mode if all else fails.”
Professor E. Wertheim, College of Business Administration, Northeastern University 40 NEGOTIATION STRATEGIES
No Further Concessions
Making Only DeadlockBreaking Concessions
High Realistic Expectations With Systematic Concessions
Goals Other Than To Reach Agreement
Moving For Closure
41 • NOCONCESSIONS
• NO FURTHER CONCESSIONS
• MAKING ONLY DEADLOCKBREAKING CONCESSIONS SÜMEYRA KARATAŞ
42 1. NOCONCESSIONS
A NoConcessions Strategy is tough and dangerous, since concessions usually are expected. With a noconcessions strategy, the negotiation becomes a unilateral process. 43 NOCONCESSIONS
A noconcessions strategy is suitable for aggressive, competitive and selfcentered goals.
A noconcessions strategy is not suitable for cooperative and defensive goals. 44 WHEN TO USE NOCONCESSIONS When the balance of power is strongly in your favor.
When you are in a disproportionately weak position.
When the dollar amount is too low or time is too short.
1) Cost Efficiency
2) Available Time 45 WHEN TO USE NOCONCESSIONS When the same terms must be available to everyone.
When bids or written proposals are sought
When another party is waiting in the wings. 46 DRAWBACKS OF THE NOCONCESSIONS STRATEGY
Might preclude an agreement the terms of which, although less favorable, are still acceptable.
A strategy shift away from no concessions might be read as a failed attempt at bluffing, a position to be avoided. 47 DRAWBACKS OF THE NOCONCESSIONS STRATEGY
Avoid inadvertent bluffs by rashly miscalculating the use of this strategy.
It may also be helpful to accompany the demand with reasons why your side is notin a position to offer anything else, and to explain how the demand is fair. 48 COUNTERING TIPS FOR THE NOCONCESSIONS STRATEGY 1. Appeal to a higher level of...
View Full Document
- Fall '13