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Unformatted text preview: rcise in gamesmanship
With cooperative goals 70 USAGE OF “GOALS OTHER THAN TO REACH AGREEMENT” STRATEGY 1. A strategy to delay For eg: a negotiation team is sure that union’ll strike in all conditions. But the team believe that they’ll soften and a delay‘ll harm seasonal tasks. 71 Usage of “Goals Other Than to Reach Agreement” Strategy 2. To gather information 3. Negotiating as a forum for expressing views 72 Usage of “Goals Other Than to Reach Agreement” Strategy
4 . Negotiating to influence a third party Public Management of the entity ! Influence of 3rd parties on negotiation is very important
Powerful people or groups, family members, etc
73 8. MOVING FOR CLOSURE To finalize a particular issue or the overall negotiation rather than risk losing the available terms. 74 MOVING FOR CLOSURE A difficult dilemma between
• Risk of losing an agreement
• The opportunity of doing better
and balancing by evaluating those: * Value
* Potential * Risk * Odds
75 MOVING FOR CLOSURE
! In negotiations the most important risk is losing an available deal that your clients may accept
! To avoid this, the ultimate decision should be made by decision maker 76 TECHNIQUES FOR MOVING THE OTHER SIDE TOWARD CLOSURE A proposal should be close to other party’s bottomline
Other party should believe – No further concession is possible
– Failing to accept may result in no agreement
– Closure is more advantageous
77 TIPS FOR “MOVING FOR CLOSURE” STRATEGY
Expressing understanding that agreement exists
Concessionbased inducement to close
Minimizing the danger of cancellation between closure and execution
Closing issues within a larger negotiation 78 9. COMBINING STRATEGIES
Generally usage of a single strategy isn’t efficient
For e.g.: first concession and moving for closure are efficient in specific parts of the negotiation 79 WHY CHANGE STRATEGIES? Tried and failed strategies may be changed
Changing strategies may be the main strategy 80 CATEGORIES OF STRATEGY CHANGES Sequential changes
81 E.G. FOR ISSUEORIENTED CHANGES
A purchaser has a competitive goal of getting lowest price for machinery,and a selfcentered goal of good service production For 1st one, HRESSC and for 2nd one problem solving strategies are chosen.
82 A TIP FOR STRATEGY CHANGES
What is important is: If the negotiator doesn’t do the change secretly, this change should be clearly defined not to harm trustworthiness. 83 • You cannot shake hands with a clenched fist. Indira Gandhi [ Clenched Fist Woodblock by Frank Cieciorka, 1965 ] 84 THANKS FOR YOUR ATTENTION 85...
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This document was uploaded on 09/26/2013.
- Fall '13