Chapter 14 The Negotiation Process and Preparation

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Chapter 14The Negotiation Process and
Preparation
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Negotiating Terminology

• Approachgeneral view and attitude.
• Stylemanner of interaction avoid, compete,
  compromise, collaborate.
• Strategyoverall plan including choice to avoid,
  manage, or resolve, style, and tactics.
• Counterpartthe best term for reference to other
  parties in the negotiation.

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Negotiating Terminology (continued)

• Tacticsactions or moves.
• Gambita term borrowed from chess to refer to a
  move or a tactic.
• Techniquethe combination of tactics used.

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Strategic Behavior

• Strategic behavior arises when two or more
  individuals interact and each individuals
  decision turns on what that individual expects
  the other(s) to do.
• The action that will affect the best mutual
  result is the rational choice.

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Stages of the Negotiation Process

• Preparation
• Introduction
• Initiation
• Intensification
• Closing

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Preparation

• Gather information.
• Come to GRIP.
• Anticipate your counterparts GRIP.
• Determine what you can give.
• Determine where there already is agreement.
• Assess your power and your counterparts power.
• Assign a value to all components.
• Determine our OTNA.
• Determine alternative negotiated solutions.

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Preparation (continued)

• Re-evaluate all of the foregoing.
• Decide whether or not to negotiate.
• Determine parameters on each issue and
  overallthree points on each.
• Prepare your ACES.
• Develop your arguments to cross the CREEK.
• Anticipate counter-arguments.
• Prepare alternative arguments.

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Preparation (continued)

• Prepare an agenda.
• Plan not to use the agenda.
• Organize your material.
• Prepare to be open and flexible.
• Prepare to hear new information.

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Pre-Negotiation Checklist

• Am I comfortable negotiating in this situation?
• Is it possible for negotiation to meet my needs?
• Is the expenditure of time and energy worth the
  potential benefit over OTNAs?
• If you cannot answer yes to all three
  questions, go back to Step 1 or select an OTNA.

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Chapter 15Alternative Styles, Strategies, and
Techniques of Negotiation
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Introductory Stage of Negotiation

• Define the rules and set the tone.
• Sometimes you will have to negotiate the rules
  and the tone.
• Focus on the issues.
• Begin persuasion efforts in a style and technique
  that suits your strategy and personality.

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Initiation Stage Tactics

• Asking questions.
• Begin with big issues or small issues.
• State that resolution is tentative until all
  matters are discussed.
• Make the first offer only if you must.
• Your first position should be the best for you
  that you can reasonably support.

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Initiation Stage Tactics (continued)

• Extreme positionsnot advised
• Reluctance
• The Squeeze
• First and Final Offer
• Bracketing
• Flinching
• Blocking
• Good Guy/Bad Guy
• Counter-offers

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Intensification Stage Tactics

• Diversionattacking a minor but weak part of a
  proposal
• Association
• Forbearance
• Extrapolationmaking the counterpart think he/she
  came up with the solution
• The Intense Squeeze
• Begging
• Limited Authority

• Anger
• Veiled Threats
• Bullying
• Hand-off
• Concessions
• Splitting the difference
• Equalizing
• Narrowing
• Intermission
• Persistence and Patience

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Closing Stage Tactics

• Creating time pressure
• Feinting
• Reversal
• Withdrawal
• Smaller concessions
• Silence
• Ultimatums
• Walking away
• The Nibble

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Representative Negotiating

• Know your authority and remember who is the real
  party in interest.

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Deceptive Tactics

• Extreme positions
• Reluctance
• Bullying
• Anger
• Threats

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Defenses

• Assertiveness
• Self-esteem
• Self-control
• Preparation