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Negotiation Strategies


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Unformatted text preview: party to discover information that will harm the negotiator’s client It is used to achieve competitive, self­centered, or defensive goals, depending on the specific context of negotiation 60 6. PROBLEM SOLVING It is a strategy for creating a procedural agreement to solve a common problem that has been identified It is the most useful strategy after HRESSC It is different from other concession­ based strategies which center on giving up or refusing something of value 61 PROBLEM SOLVING (CONT.) It focuses on creating a procedural agreement that the negotiators will work together to discover and identify problems that are preventing agreement and to determine whether any common interests can be used to resolve those problems It is described in game theory as a “win­win” strategy 62 The Four­Step Problem­Solving Process 1) A procedural agreement to use problem 2) 3) 4) solving Identification of the problem preventing agreement Determination of any common interests and limiting seperate needs Discussion to discover fair, mutually beneficial solutions 63 Laying the Essential Foundations for the Problem­ Solving Strategy There must be an agreement by the parties and negotiators to work together to identify the problems preventing agreement, and to formulate a mutually advantageous solution To ensure good faith, the parties must have a mutual interest in solving the particular problems in the same way The negotiators must identify the same problems and agree on how to define them Parties and negotiators must realize that a win­win solution is possible and that problems will not be solved by one side yielding to other. Instead the participants will strive to create a previously unconsidered, mutually beneficial solution 64 Important Points in Problem­Solving Strategy Achieving a clear distinction between objectives and needs Maintaining attitudes of empathy and cooperativeness The related roles of creativity and patience in problem solving 65 Keeping the focus on mutual interests Outside forces to avoid: o Government action o A jury or a judge deciding the facts at trial so that one side wins totally while the other side loses totally o A competitor gaining an advantage o The expiration of a financing commitment 66 Broadening the pie and trading concessions across issues It may be useful to consider the distribution of resources in terms of: What will be distributed When it will be distributed By whom it will be distributed How it will be distributed How much will be distributed 67 Brainstorming Brainstorming for problem solving is a process which requires that the participants: Speak spontaneously or think out loud (as long it is relevant and constructive) Retrain from evaluating or criticizing the statements of others until after all initial ideas are elicited Be willing to repeat one’s ideas if others want to hear them again Persist in the effort even if there is a prolonged silence 68 • • • GOALS OTHER THAN TO REACH AGREEMENT MOVING FOR CLOSURE COMBINING STRATEGIES F. BETÜL EKREM 69 7. GOALS OTHER THAN TO REACH AGREEMENT Real purpose of a negotiation is to reach an agreement But in this strategy it is NOT Be careful­An exe...
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