Chapter 3.2 Flashcards
Assess negotiation approaches that can influence the achievement of desired outcomes
Define push
In relation to negotiations, a ‘push’ action is one where pressure is exerted to try and ‘push’ the other party into making a decision
Define persuasion
‘Encouraging someone to do something that you want them to do for you
What can persuasion be considered as?
Pushing on the other party so that they accept the change in attitude or behaviour as a result of your actions, and is closely related to but distinct from influence
Define pull
In relation to negotiations, a ‘pull’ action is one where the negotiator tries to lead the other party into making the decision themselves. A pull action tends to be more lasting than a push action
Explain influence
The ability to affect the manner of thinking of another.
What can influence be considered as?
Pulling on the other party so that you achieve the same result, but the other party feels they have changed their attitude or behaviour as a result of their reflection and thinking, and not your direct actions
Define influence
The act or power of producing an effect without apparent exertion of force or direct exercise of command
Name two advantages of persuasion
- It’s more visible or real
- It’s easier to direct towards a particular objective or target
Name an advantage of influence
It can have a longer lasting effect, as the person influenced is more likely to believe they are making their own free choice
Name 2 disadvantages of influence
- Less visible
- Harder to direct towards a particular demand
Name 2 key skills for negotiators
- Persuasion
- Influence
Name 4 types of power bases that lend themselves to persuasive push techniques
- Legitimate
- Reward
- Expert
- Coercive
Name 2 types of power bases that lend themselves more to influencing pull techniques
- Informational
- Refernt
What can irritators inhibit?
Your persuasion and influencing success
Define irritators
Words or phrases which have the potential to irritate through self-praise or condescension, and/or display ignorance of the subject matter
Do irritators lack persuasive function?
Yes
What do irritators describe?
An individual negotiators own position or proposal
Name 3 examples of an irritator?
- Our fair proposal
- Our reasonable requirement
- Our generous offer
What does good cop, bad cop refer to?
An apparent ploy used by police to extract confessions from suspects in custody. The assumption is that the suspect is more likely to be persuaded to confess to the sympathetic ‘good cop’ than the much less sympathetic ‘bad cop’
What are the two main objectives of tactical ploys or gambits in negotiations?
- To strengthen your perceived position in the other party’s eyes
- To influence the other party’s view of their own position
Name 10 tactical ploys/gambits
- Good cop bad cop
- Thank and bank
- Lack of authority
- Declaration of a public stance
- Getting peanuts
- Salami (one slice at a time)
- Outrageous initial demand
- Add-on
- Broken record
- One more thing
Explain thank and bank
Say thank you when the other party offers you a concession and bank it, which makes it harder for the other party to take it back later.
Explain lack of authority
Used to extract another concession so you can sign off there and then
Explain declaration of a public stance
As a trade union leader you say publically what you want from a deal. You then use this as emotional pressure with the employer in the private meeting to gain concessions so that you do not lose face, which is many cultures is highly undesirable.
Explain getting peanuts
Pretending something that you need is not important. The other party may want to supply ASAP, so you might not need to pay extra - if you indicate its value you will be charged for it.
Explain salami (one slice at a time)
You ask for an exceptional once-off concession that is normally hard to get. Once granted the precedent is set and will be easier to get again.
Explain outrageous initial demand
Your first demand, eg. price quoted is so high that the other party is shocked and you condition them to move closer to your position than they otherwise would (linked to anchoring)
What’s the counter to salami
The counter is that if you allow a concession as an exception, make sure this is documented and was only allowed against exceptional circumstances, and seek agreement to this from the other party
What’s the counter to getting peanuts
The counter is to never be seen to just give something away at least not without some effort to get something in return
What’s the counter to declaration of a public stance
The counter is to explain that the other party should not negotiate outside the negotiation meeting room and that this cannot be considered and is irrelevant
What’s the counter to thank and bank
The counter is to say, ‘Nothing is agreed until everything is agreed’
What’s the counter to outrageous initial demand?
The counter is to have a rough estimate of a price before meeting to negotiate the price
Explain the tactic ‘eastern front’
Where two options are given. One of these would be seen as outrageous, leading you to focus on the second, more acceptable option, albeit this is still in the other party’s favour
Explain ‘add-on’
Unexpected extras are added on after the negotiation that were not clarified or explicitly discussed
What is the counter to add-on
The counter is diligence in documentation and explicit agreement on both sides that nothing in the agreement can be changed
Explain broken record
You keep repeating something
Is there a counter for broken record
No
Explain ‘one more thing’
You wait until the end to ask for a concession you know is contentious; you may not get it, but as the deal is so close, the other party is more likely to concede as reopening the negotiation is not attractive
What is the counter to ‘one more thing’
The counter is to set out the agenda at the start of the meeting. Get the issues on the table and ask the other party to agree that there is nothing else to discuss. Then state that other issues, if raised later, may not be addressable in this meeting
Name 9 other examples of negotiation tactics
- Linking issues
- Adjournments
- Split the difference
- Nibble
- False or straw walls
- Onus transfer/rubber ball
- Take it or leave it
- Escalation
- Where’s my coat?
