Week 2 Flashcards
(15 cards)
Wat is planning in onderhandelen?
“…planning is the most
critically important
activity in negotiation.”
Goals of the negotiator
- Goals drive a negotiation strategy
- Substantive
- Relational
- Intangible
- Procedural
See slides
What is strategy?
- The overall plan to achieve one’s goals in a negotiation
- E.g. “integrative negotiation using a joint problem-solving approach to
build and maintain a productive relationship”
What are tactics?
- Short-term, adaptive moves designed to enact or pursue broad
strategies - E.g. “describe interests”, “active listening” and “trade off across
multiple issues”
Goal in distributive bargaining
- Settlement as close to the other party’s resistance point as possible
Strategies in distributive bargaining
➢Learn as much as possible about the other party’s position
- BATNA
- Resistance point
➢Influence the other party’s belief about what is possible
- Convince the opponent of your position
- Make the opponent change their mind about their own position
- Put the opponent under pressure
Unilateral approach to strategy
- Unilateral: without active involvement of the other party
- Influence of motivational orientation
Bilateral approach to strategy
- Bilateral: considers the impact of the other’s strategy on one’s own
- What if you anticipate that the other party will be competitive rather
than cooperative? - Research shows that not one’s own motivational orientation but
perception of the other’s expected motivation matters in determining
the appropriateness of ethically ambiguous tactics
Negotiator’s dilemma
- How to cooperate and create value without being taken
advantage?
See slides
Preparation
- Should I negotiate?
- Is this a position-based or interest-based negotiation?
- Am I trying to resolve a dispute or make a deal?
Planning process
*Analyze a negotiation
- What is my overall goal in reaching a negotiated agreement?
- What are the major issues in this negotiation?
➢ Learn about the other party to define the bargaining mix
- What issues are most important to me, and why?
➢ Set priorities as a basis for trading off and packaging
- What is my BATNA?
- What are my resistance and target points?
- Where would the other party like to end up?
➢ Understand the other party’s goals, issues, interests and needs,
resistance points and alternatives
Position based negotiating
- Onderhandelen vanuit een positie die je niet wil loslaten
- Draait op basis van een win-verlies
- Je houdt geen rekening met de belangen van een ander
- Vooral geschikt bij eenmalige onderhandelingen. Samenwerking erna wordt immers
problematisch
Implementing the strategy
- Set your targets and opening bids
- Aim for an outcome that is difficult but achievable
- Asses the social context of the negotiation
- Present to the other party
Checklist
- What information is needed to prepare effectively for a
negotiation? - Resources, issues, and bargaining mix
- Interests and needs
- Walkaway points and alternative(s)
- Targets and opening bids
- Constituents, social structure, and authority to make an
agreement - Reputation and negotiation style
- Likely strategy and tactics
Interest based onderhandelen
Moet je nog samenwerken? Dan interest-based onderhandelen.
* Mensen worden gescheiden van het probleem
* Alternatieve oplossingen zoeken
* Objectieve criteria vaststellen
