Ana Negotiation w4

8/17/2019 Ana Negotiation w4

1/23

NEGOTIATION 7eLewicki ▪ Saunders

▪ Barry

RM 2053

Negotiation

Techniques

DR HJH AIDA NASIRAH ABDULLAH

UNIVERSITI PERTAHANAN NASIONAL MALAYSIA

1-12-1


2/23

Week 4

NEGOTIATION:STRATEGY AND

PLANNING

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#-2


3/23

GOALS – TE !O"#S TAT

DRI$ES NEGOTIATION STRATEGY $ Determining goals is the frst step in thenegotiation process

$ Negotiators should speciy goals andobjectives clearly

$ The goals set have direct and indirect

eects on the negotiator’s strategy

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4/23

GOALS% STRATEGY ANDPLANNING

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5/23

TE DIRE"T AND INDIRE"TE!!E"TS O! GOALS ONSTRATEGY

$ Direct eects Wishes are not goals

oals are oten lin!ed to the other party’sgoals

There are limits to "hat goals can be #ective goals must be concrete$specifc

$ %ndirect eects &orging an ongoing relationship

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6/23

STRATEGY $ERS#S TA"TI"S

$ 'trategy( The overall plan toachieve one’s goals in a negotiation

$ Tactics: 'hort-term) adaptive movesdesigned to enact or pursue broadstrategies Tactics are subordinate to strategy

Tactics are driven by strategy

$ *lanning: The +action, componento the strategy process i.e. ho" "ill

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7/23

APPROA"ES TO STRATEGY

$ 0nilateral( ne that is made "ithoutactive involvement o the other party

$ 2ilateral( ne that considers the impacto the other’s strategy on one’s o"n

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8/23

STRATEGI" OPTIONS

$ *er the Dual 3oncerns 4odel) choice ostrategy is re5ected in the ans"ers to

t"o 6uestions( 7o" much concern do % have in achieving mydesired outcomes at sta!e in thenegotiation/

7o" much concern do % have or the currentand uture 6uality o the relationship "ith theother party/

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9/23

TE D#AL "ON"ERNS &ODEL

8voidance( Don’t negotiate

3ompetition( % gain) ignore relationship

3ollaboration( % gain) you gain) enhance relationship

8ccommodation( % let you "in) enhance relationship

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10/23

TE NONENGAGE&ENT STRATEGY:A$OIDAN"E

$ % one is able to meet one’s needs"ithout negotiating at all) it may ma!e

sense to use an avoidance strategy$ %t simply may not be "orth the time andeort to negotiate

$ The decision to negotiate is closely

related to the desirability o availablealternatives



11/23

A"TI$E'ENGAGE&ENTSTRATEGIES

$ 3ompetition 9 distributive) "in-losebargaining

$ 3ollaboration 9 integrative) "in-"innegotiation

$ 8ccommodation 9 involves an

imbalance o outcomes :+% lose) you"in,;



12/23

#NDERSTANDING TE !LO( O!NEGOTIATIONS: STAGES ANDPASES

$ 7o" does the interaction bet"eenparties change over time/

$ 7o" do the interaction processes relateto inputs and outcomes over time/

$ 7o" do the tactics aect the

development o the negotiation/



13/23

#NDERSTANDING TE !LO( O!

NEGOTIATIONS: STAGES AND PASES

Negotiation proceeds through distinctphases or stages

$ 2eginning phase :initiation;

$ 4iddle phase :problem solving;

$ #nding phase :resolution;

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14/23

)EY STEPS TO AN

IDEAL NEGOTIATION PRO"ESS

$ *reparation What are the goals/

7o" "ill % "or! "ith the other party/$


15/23

)EY STEPS TO AN


$ %normation using 8ssemble your case

$ 2idding #ach party states their +opening oer,

#ach party engages in +give and ta!e,

$3losing the deal 2uild commitment

$ %mplementing the agreement



16/23

)EY STEPS TO AN


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17/23

GETTING READY TO I&PLE&ENTTE STRATEGY: TE PLANNINGPRO"ESS

$ Defne the issues

$ 8ssemble the issues and defne the

bargaining mi> The bargaining mi> is the combined list oissues

$ Defne your interests Why you "ant "hat you "ant

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18/23


$ ?no" your limits and alternatives$ 'et your objectives :targets; and

opening bids :"here to start; Target is the outcome realistically e>pected pening is the best that can be achieved

$ 8ssess constituents and the social

conte>t o the negotiation

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19/23

TE SO"IAL "ONTE*T O!

NEGOTIATION: +!IELD, ANALYSIS

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20/23


$ 8naly@e the other party Why do they "ant "hat they "ant/

7o" can % present my case clearly and reutethe other party’s arguments/

$ *resent the issues to the other party



21/23

IN!OR&ATION NEEDED TOPREPARE E!!E"TI$ELY !OR

ENGAGING TE OTER PARTY $ $ %nterests and needs

$ Wal!a"ay point and alternative:s;$ Targets and opening bids$ 3onstituents) social structure) andauthority to ma!e an agreement

$


22/23


$ Defne the protocol to be ollo"ed in thenegotiation Where and "hen "ill the negotiation occur/ Who "ill be there/ What is the agenda/



23/23

S#&&ARY ON TE PLANNINGPRO"ESS

+...planning is the

most criticallyimportant activity innegotiation.,

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