Subjectb 2 b management negotiation report
Below are a few commonly used tactics. Chicken: Negotiators propose extreme measures, often bluffs, to force the other party to chicken out and give them what they want. The flinch can be done consciously or unconsciously. Negotiators can negate this strategic advantage by positioning allies in the room to surround that individual. Flinch: Flinching is showing a strong negative physical reaction to a proposal. They base their choices on objective criteria rather than power, pressure, self-interest, or an arbitrary decisional procedure. Avoiding Individuals who do not like to negotiate and don't do it unless warranted. Regardless of its source—a strong BATNA, a powerful role, or a feeling of power—power is critical to improving your negotiated outcomes. Brinkmanship is a type of "hard nut" approach to bargaining in which one party pushes the other party to the "brink" or edge of what that party is willing to accommodate. Their eyes may be squinted, jaw muscles clenched and head turned slightly away from the speaker Arms and hands: To show receptivity, negotiators should spread arms and open hands on table or relaxed on their lap. The "good guy" appears more reasonable and understanding, and therefore, easier to work with. To create trust and a rapport, a negotiator may mimic or mirror the opponent's behavior and repeat what they say. Examples of incongruity in body language include: Nervous Laugh: A laugh not matching the situation. Non-receptive negotiators may lean back in their chair and keep their suit coat buttoned.
They can, however, feel taken advantage of in situations when the other party places little emphasis on the relationship. Chicken: Negotiators propose extreme measures, often bluffs, to force the other party to chicken out and give them what they want.
Tactics[ edit ] Tactics are always an important part of the negotiating process. When this happens, it may be good to probe with questions to discover the person's true feelings.
Negotiation theorists generally distinguish between two types of negotiation  The difference in the usage of the two type depends on the mindset of the negotiator but also on the situation: one-off encounters where lasting relationships do not obtain are more likely to produce distributive negotiations whereas lasting relationships are more likely to require integrative negotiating  Different theorists use different labels for the two general types and distinguish them in different ways.
The third type of power, psychological power, is explored and its potential for setting a positive mindset at the negotiation table is delineated.
One should be open to other views and attempt to approach an issue from the perspective of the other. Their perception of others is one of friendship, and their goal is agreement. Tactics are more frequently used in distributive negotiations and when the focus in on taking as much value off the table as possible.
In the distributive approach each negotiator fights for the largest possible piece of the pie, so parties tend to regard each other more as an adversary than a partner and to take a harder line. Below are a few commonly used tactics.
Negotiation skills and techniques pdf
If you cannot maintain eye contact, the other person might think you are hiding something or that you are insincere. Inaction is a passive means of dealing with disputes. The theory is that the extreme offer makes the other party reevaluate their own opening offer and move close to the resistance point as far as you are willing to go to reach an agreement. Regardless of its source—a strong BATNA, a powerful role, or a feeling of power—power is critical to improving your negotiated outcomes. Sometimes they simply agree to disagree a modus vivendi. Taking advantage of someone's competitive nature can drive up the price. Where do I sign? Face-saving — This approach refers to justifying a stance based on one's previously expressed principles and values in a negotiation.
First impression : Begin the negotiation with positive gestures and enthusiasm. Behavior refers to the relationships among these parties, the communication between them and the styles they adopt. Because rail companies would be transporting his refined oil to market.
It sees a good agreement as not one with maximum individual gain, but one that provides optimum gain for all parties.
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