Marc Pajerols

Background Publications about negotiations behaviour

fall into 3 classes:Anecdotal

○ based on real life (knowledge)○ frequently describe personal modes of behaviour

Theoretical models○ Idealized hard to turn them into practical

action○ Complex

Laboratory studies:○ Tend to be short term○ Degree of artificially

The Succesful Negotiator Basic methodology

Find successful negotiators and watch them in order to discover how they do it.

3 success criteriashould be rated as effective by both sides.should have a track record of significant successshould have a low incidence of implementation

failure○ Purpose is not just to reach an agreement but to

reach an agreement that would be viable

Study done

48 negotiators 102 separate negotiating sessions

We have 2 kinds of negotiators

Skilled by comparing their behaviour

(information that makes the difference)

Average

The Research Method Researchers met negotiators before negotiation.

Encourage them to talk about their planning an objectives

Negotiators introduce researcher to an actual negotiationDuring negotiation

○ Counted frequency of certain key behaviours using behaviour analysis methods

Amount of Planning Time

Little difference between total planning time for skilled and average negotiators prior the actual negotiation

ConclusionIt is not the amount of planning time that

makes for success, but how this time is used.

Exploration of Options

Outcomes Considered During Planning

Skilled: use a wider range of outcomes and options for action. Concerned with

possibilities

Average: consider few options. Less likely to consider

options that might be raised by the other party.

Skilled negotiators

5.1

Average negotiators

2.6

Common Ground Both groups tended to

concentrate on the conflict areas. Skilled gave over 3 times more

attention to common ground areas (built a satisfactory climate).

Conclusion: Attention to common ground

areas is better than conflict areas (avoid conflict areas)

Skilled 38% Comments about areas of anticipated agreement or common ground

Average 11% Comments about areas of anticipated agreement or common ground

Long-Term or Short-Term? Skilled: planning concentrates a little

more on long term implication of the issues

Average: concentrates almost only on short term.

Setting Limits Researchers ask negotiators about their

objectives in order to know if their replies refered to a single point objective or to a defined range.

Skilled:Set Upper and Lower limits. (defined range)

Average:Plan their objectives around a fixed point

Conclusion:Preferable approach negotiation with objectives

defined range rather than inflexible single point objective

Sequence and Issue PlanningSequence plan used by Average Negotiators

A-B-C and then D (issues are linked)

Issue plan used by skilled Negotiators (more flexibility)

A B (issues are independent and not linked by sequence)

D C

Maybe they are only interested in point D

Irritators

Use of Irritators per hour of face to face speaking time

Certain words have negligible value and cause irritation. Ex: generous offer. fair

Negotiators avoid direct insults and unfavorable value judgements.

Conclusion: Positive value judgements

for you may imply negative judgements of the other party.

Skilled 2.3

Average 10.8

Counterproposals One party puts a proposal and the other

party immediately responds with a counterproposals.

Disadvantages:Not effectiveIntroduce aditional option, whole new issueClouds the clarity of negotiationThey are perceived as blocking or

disagreeing by the other party.Not seen as proposals

Defend Attack Spirals

% defending/attacking comments.

Behaviour used to attack the other party or to make an emotional defense.

Average n: use them 3 times more than skilled negotiators

This might increase it intensity like an spiral.

Skilled 1.9

Average 6.3

Behaviour Labeling

Questions as a percentage of all negotiators behavior.

Advanced negotiators use ‘labels’ /introductory phrases: Eg: Average Negotiator asks

○ How many units are there?Skilled Negotiator says:○ Can I ask you a question?

How many units are there? Questions provide data about other

party thinking position Give control over discussion Acceptable alternatives to direct

disagreement Keep the other party active Reduce thinking time Breathing space (own thoughts)

Skilled 21.3

average 9.6

Feelings commentary

Reveal internal information to negotiator. Increase confidence What is going on in her mind

Skilled Negotiators do this 12.1 times /h; Avergae Negotiators: 7.8 times/h

Giving Reasons to back up a case Skilled Negotiators give fewer reasons

to back up a case than Average Negotiators

Skilled: 1.8; Average 3.0 reasons CONCLUSION- lots of reasons ‘dilute’

the argument NB “Intellectuals” tend to give more

reasons than people with lower qualifications (eg union officials)