Week 2 - Strategie en Planning

Question 1

Goals of the negotiator

Answer 1

Goals drive a negotiation strategy
* Substantive
* Relational
* Intangible
* Procedural

Question 2

The outcome model

Answer 2

Two axes: Relational outcome important? and substantive outcome important?

Collaboration: yes/yes = both relational as substantive outcome is important

Competition: yes/no = substantive outcome is important, relational not

Accomodation: no/yes = relational outcome is important, substantive not

Avoidance: no/no = no interest for both parties

Question 3

Strategy

Answer 3

Strategy
* The overall plan to achieve one’s goals in a negotiation
* E.g. “integrative negotiation using a joint problem-solving approach to
build and maintain a productive relationship”

Question 4

Tactics

Answer 4

• Short-term, adaptive moves designed to enact or pursue broad
  strategies
• E.g. “describe interests”, “active listening” and “trade off across
  multiple issues”

Question 5

Approaches to strategy

Answer 5

Unilateral: without active involvement of the other party

Bilateral: considers the impact of the other’s strategy on one’s own

Question 6

Negotiators dillemma

Answer 6

Negotiator A and B have either a competitive or cooperative strategy.

1. Competitive/competive = bad outcome for both parties
2. Competitive/cooperative = terrible outcome for cooperative party, great outcome for competitive party
3. Cooperative/cooperative = both parties win

Question 7

How to analyse a negotiation?

Answer 7

Analyze a negotiation
* What is my overall goal in reaching a negotiated agreement?
* What are the major issues in this negotiation?
➢ Learn about the other party to define the bargaining mix
* What issues are most important to me, and why?
➢ Set priorities as a basis for trading off and packaging

Question 8

Position-based negotiation

Answer 8

• Onderhandelen vanuit een positie die je niet wil loslaten
• Draait op basis van een win-verlies
• Je houdt geen rekening met de belangen van een ander
• Vooral geschikt bij eenmalige onderhandelingen. Samenwerking erna wordt immers problematisch

Question 9

Interest-based negotiation

Answer 9

Moet je nog samenwerken? Dan interest-based onderhandelen.
* Mensen worden gescheiden van het probleem
* Alternatieve oplossingen zoeken
* Objectieve criteria vaststellen

Question 10

The planning proces

Answer 10

1. Analyse a negotiation
2. What is my BATNA
3. Where would the other party like to end up

Question 11

Implementing strategy

Answer 11

1. Set your targets and opening bids
2. Assess the social context of the negotiation
   * Is their time pressure?
   * How will we handle ethical issues?
   * Is this a cross-cultural negotiation?
3. Present to the other party
   * How can I substantiate my case clearly and respond to the other party’s arguments?
   * What process and protocol will we follow?

Question 12

What information is needed to prepare effectively for a negotiation?

Answer 12

1. Resources, issues and bargaining mix
2. Interests and needs
3. Walkaway points and alternatives
4. Targets and opening bids
5. Constituents, social structure, and authority to make an agreement
6. Reputation and negotiation style
7. Likely strategy and tactics

Question 13

What is unilateral negotiation

Answer 13

Unilateral: without active involvement of the other party
* Influence of motivational orientation

Question 14

What is bilateral negotiation

Answer 14

Bilateral: considers the impact of the other’s strategy on one’s own
* What if you anticipate that the other party will be competitive rather than cooperative?
* Research shows that not one’s own motivational orientation but perception of the other’s expected motivation matters in determining the appropriateness of ethically ambiguous tactics