Negotiation Styles Flashcards
How many negotation styles did you study?
Three
Name the negotiation styles.
Competitive Negotiation, Collaborative Negotiation, Balanced Negotiation.
Explain what is the “zero sum” and to which one of the negotiation styles it belongs to.
“Zero sum” means that the people involved in the negotiation believe that there is a fixed amount to be gained which both people desire, and if one person gains then the other person loses. It is like arguing over a pie. Competitive negotiation.
What is the outcome of the “zero sum” negotation?
It is defined in terms of winners and losers. One person gets what they want and feels happy/smug, while the other person loses and feels like a failure. Win-lose situation.
Explain the main points of the Competitive Style.
Substance only (the substance of what is being trated is the only real concern) ;
Unimportant relationship (to show concern for the other person is to show weakness that may be taken advantage of);
Competitive strategy (the strategies gain focus on hard exchange and may descend into deceptive double-dealing);
Hard exchange (what is being exchanged is clear and above-board and both sides agree to the deal. No trickery, no pressure. Fair fight where both players accept the rules);
Double dealing (throw the rulebook out of the window and resort to trickery).
When are we negotiating for “win-win”?
Collaborative Negotiation.
What is the approach in the collaborative style?
The approach is to treat the relationship as an important and valuable element.
Explain the “win-win” thought.
In Collaborative Negotiation it is assumed that the pie can be enlarged by finding things of value to both parties, so, it creates a win-win situation where both parties can leave the table feeling that they have gained something of value.
Explain the main points of the Collaborative Style.
Fair process (we have a deep need for fairness and when this does not happen, even if we emerge as winners from a competitive negotiation, the result is not truly satisfying. The most comfortable result happens when our needs are met - fairness included);
Joint problem-solving (convert individual want into a single problem and to bring both parties together to work on solving this problem; people can be freed up from jealous and personal attachment to their requirements; take a more objective and equitable position from which they can act in a more collaborative way);
Collaborative strategy (does not mean being weak and giving in and seeks to gain the best possible solution);
Transparency and trust (deceptive practices need to be curtailed if trust is to be gained; be open and transparente, giving information before it is requested).
What to do when the other person is competitive and we are being collaborative?
Be assertive and adult rather than fall into the fight-or-flight reaction. Have our fall-back alternative to a negotiation agreement ready, and to show that we are prepared to use it.
What is the middle way between competitive and collaborative?
Balanced negotiation.
Now, explain what is the balanced negotiation.
It is a gray zone where many real-life negotiations tread, as the participants struggle between the need to achieve their more immediate substantive goals whilst also keeping within social norms and personal values. The trick is to first understand the other person’s natural negotiation style and the degree of movement into gray areas thay they will accept or expect.
How many steps are in negotiation preparation?
Six.
Name the steps of negotiation preparation.
Isolating the Issues, Researching the other side, Finding variables and creating options, Fair criteria, WEB requirements, Alternatives.
Explain what is “isolating the issues”.
It is about finding the real problem and identifying the interests. Separate the people from the problem. A way to do that is to objectify them (the issues), turning them into distinct things that can be treated separately. If we can do that, we can work on them as individual items.
Keep asking questions such as: “what is behind this?”, “what is the purpose that is being served?”, etc.
Explain what is “Researching the other side”.
It is finding out who they are and how they will react. This can be done before the negotiation, during preparation or during the actual negotation.
That is important to do because we need to find other peoples’ drivers - what motivates them. We can find them by asking questions about their beliefs, their values, their culture, etc.
The outcomes are the results of the negotiation that we or the other side might want.
We may also want to consider what approaches they may use to various stages in the negotiation.
Talk about the outcomes.
There are four types of outcomes: material (physical things), information (knowledge), action (do something for them/us), agreement (change their/our mind about something).
Talk about the strategies.
There are three different strategies: persuasian, concession (how they will concede) and closing.
Explain what is “Finding variables and creating options”.
It is about sseking the many things that we can exchange.
We should not think that there are absolutes. The more things we can change, the more options we have and the greater the chance of finding an acceptable exchange.
How do we identify variables?
Key Variables: we have to ask “what are the things that are important to me here?”. Variables can include: material goods, information, emotions, authority, effort.
