TPE25 Negotiations

Question 1

Matrix of perceived conflict over stakes, vs the importance of future relationships

Answer 1

Question 2

Seven Elements
of Successful Negotiations

Answer 2

Critical Elements
1. Alternatives
* Best Alternative To a Negotiated Agreement
* Increase yours, decrease theirs
2. Interests
3. Options
* Generate as many as possible
4. Standards of legitimacy
* External comparisons and criteria to use as a sword/shield
5. Communication
* Combine advocacy with plenty of inquiry
6. Relationship
* Separate people from the problem
* Speak for yourself, not for them
7. Commitment
* Avoid committing too early (esp. in multi-variable negotiations). Make commitments of substance at the end (not piecemeal)
*Agree on process commitments early on to move the negotiations forward

Question 3

Preparing for negotiations

Answer 3

• Determine your opening offer before you begin negotiations
• Do the best you can to determine your negotiating counterpart’s BATNA
• Craft a dialogue that engenders information exchange
• Prepare for a range of alternative strategies to be employed
• Need to understand decision context, constraints and decision rules employed and be prepared to LISTEN

Question 4

Processes required for integrative negotiations:

Answer 4

• Attempting to Understand the Other’s Real Needs and Objectives:
• Creating a Free Flow of Information
• Emphasising Commonalties between Parties and Minimizing Differences
• Searching for Solutions that Meet Goals & Objectives of Both Sides

Question 5

Heuristics in negotiations

Answer 5

Question 6

Elements of active listening

Answer 6

• Paraphrasing
• Inquire
• Acknowledge
• Emotional labelling
• Reflecting/mirroring
• Pauses/silence
• “I feel ____ when you ____”
• Open ended questions
• Minimal encouragers
  *Summarise

Question 7

Phases of the negotiation

Answer 7

1. Differentiation phase(s)
   
   • purpose: to find out the differences, and each
     side’s true position
   • main activity: exchanging information
   • specific behaviours:
     * making clear statements
     * listening
     * checking understanding
     Don’t
     * challenge the other side’s position too early
     * present solutions yet
     ———————————————————————————
2. Exploration phase(s)
   
   • purpose: to look for options, for ways to resolve the differences
   • main activity: indicating and testing flexibility
   • specific behaviours:
     * clarifying
     * reflecting
     * summarising
     Don’t
     * reject any suggestion totally
     * respond to a suggestion with another suggestion
     ———————————————————————————-
     3.a Exchange phase&raquo_space; Compromising outcome
   • purpose: to reach a final decision to conclude the negotiation
   • main activity: joint concession making
   • specific behaviours:
     * making clear statements
     * emphasise the benefits of the agreement
     * checking
     Don’t
     * agree to anything you can not or will not do
     ————————————————————————————-
     3.b Exchange phase&raquo_space; Conceding/Contending outcome
   • purpose: to reach a final decision to conclude the negotiation
   • main activity: unilateral concession making
   • specific behaviours:
     * making clear, final statements
     * checking
     Don’t
     * agree to anything you can not or will not do
     * parade your win