9.5: The stages of effective negotiation process Flashcards
What are the six stages of the negotiation process?
Prepare
Understand needs
List and discuss options
Use process tactics
End negotiation
Evaluate
Why is preparation considered the most important part of negotiation?
It ensures you are clear on your priorities, issues, and goals, which increases the chances of success.
What should you do when preparing to negotiate?
Organize and prioritize your issues
Identify high- vs. low-priority items
Consider the issue from multiple levels
What is the purpose of organizing negotiation issues?
To clarify what matters most, consider broader implications, and use prioritizing/decision-making tools.
What are three steps to gather helpful information before negotiating?
Talk to people who’ve done similar negotiations
Talk to your constituents (e.g., family, boss)
Talk to the other parties in advance
Why is it important to talk to constituents before negotiating?
Because they may be affected by or must accept the negotiation outcome, and ignoring their needs can cause problems.
What’s the purpose of talking to the other party before a negotiation?
To agree on what will be negotiated, timelines, meeting locations, and attendees—especially helpful in complex negotiations.
Why should you research the other parties before negotiation?
To understand their interests and motivations—if they don’t see value in negotiating, they won’t participate meaningfully.
What should you know about the other party’s BATNA?
If their BATNA is strong, they may not negotiate unless they see a clear benefit. Knowing this helps you build your strategy.
What are five indicators of whether someone will use a competitive or cooperative negotiation style?
Their reputation (competitive or cooperative)
Whether scarce resources are involved
Whether they want to maintain a relationship
If it’s a one-time vs. ongoing relationship
Whether they trust you
What negotiation behaviors are linked to a lack of trust?
Competitive tactics and information hoarding.
Name three types of difficult negotiators from Table 9.4.
Aggressive: Belittles others with nasty comments
Mocker: Mocks to provoke a reaction
Interrogator: Asks intense questions to challenge and pressure
What does a “Long Pauser” do in negotiation?
Delays responses with long silences to pressure others to speak more or reveal info.
What is the strategy of the “Divide-and-Conquer” negotiator?
Causes internal conflict in the other party by playing individuals against each other.
What are the two BATNA rules for negotiation?
Accept agreements better than your BATNA
Reject agreements worse than your BATNA
What is an example of a weak BATNA?
A person with only one job opportunity or no alternatives.
What should you understand about the other party’s BATNA?
If they don’t see added value over their BATNA, they won’t negotiate seriously.
What’s the difference between positions and needs in negotiation?
Positions state what someone wants; needs explain why they want it.
Why is it better to discuss needs instead of positions in negotiation?
Because understanding needs allows for mutual problem-solving and win-win outcomes.
What is one of the most important negotiation skills?
Listening.
What should parties do after identifying needs and interests in a negotiation?
Begin listing and discussing possible solutions that meet both sides’ needs.
Why are hypotheticals helpful in negotiation?
They allow exploration of ideas with less pressure, fostering creativity and problem-solving.
What role do objective standards play in negotiation?
They help justify requests, encourage fairness, and make your position appear reasonable.
Why should negotiators research objective standards in their industry?
To support their expectations and counter unreasonable positions with factual comparisons.
