3. negotiation strategies

Dec 25, 20190 likes135 views

The document discusses different negotiation strategies and styles. It identifies four main styles: cooperative-compromising, cooperative-win win, competitive-cooperative, and competitive-adversarial. The cooperative-compromising style involves finding a middle ground and shared solutions. The cooperative-win win style aims to maximize value for both parties through problem-solving. The competitive-cooperative style is common in Asia and involves remaining calm and insisting on reciprocity. The competitive-adversarial style believes conflicts are necessary and uses pressure tactics.

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COMPETITIVE & COOPERATIVE STRATEGIES
Cooperative-
Compromising
Cooperative
– win win
Competitive -
Cooperative
Competitive –
Adversarial

COOPERATIVE - COMPROMISING
Have propensity for finding compromises required both sides to
move further
Promote to ‘meet the middle point’ or ‘shared gain/ shared pain’
May pursue win-win situation. But may spend lot of energy in
finding the solution
Carried out in egalitarian culture (Sweden, Norvey, Finland, etc),
where people don’t want to bargain

COOPERATIVE- WIN WIN
This style unit the parties in the problem solving mission, which maximise value of deal for
both parties.
Negotiations are most productive if offers and their benefits to both sides are clearly
explained. Keep in mind that non-tangible benefits such as gains in status or prestige can
play a big role, too.
Negotiations are most productive if offers and their benefits to both sides are clearly
explained.
This style is preferred by people in many other countries, for instance most in Western
and Central Europe, India, Japan, as well as in Latin American countries such as Argentina
or Venezuela

COMPETITIVE - COOPERATIVE
Remain calm, refuse extreme offers, and insist on reciprocity of all
concessions when dealing with such negotiators.
Competitive-cooperative negotiation styles dominate in Asian
countries like China, South Korea, or Pakistan, in the Middle East and
many countries around the Mediterranean Sea, in Eastern Europe,
and in places in Latin America such as Brazil.

COMPETITIVE-ADVERSARIAL
These are people who believe that a good deal requires “fighting it out.” They
may use all kinds of pressure and aggression tactics, such as anger, warnings,
threats, or walkouts.
Some of them are even convinced that deals that were reached without strong
conflict are not likely to last long.
Proponents of this style are primarily found in Russia, Ukraine, and a few other
former East Bloc countries.
With a competitive-adversarial negotiator, it is vital to remain firm and
persistent, to avoid being intimidated, never to take anything personally, and to
remain constructive without giving in to any pressures.

TACTICS OF NEGOTIATION
Forbearance
Silence
Surprise
Fait Accompli
Apparent Withdrawal
Reversal
Probing/ Testing
Setting limits
Feinting
Association
Disassociation
Crosswords
Blanket
Randomizing
Bracketing
Salami
Quick close

COMPARISON OF DIFFERENT NEGOTIATION STYLES

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3. negotiation strategies

1. NEGOTIATION STRATEGIES

2. COMPETITIVE & COOPERATIVE STRATEGIES Cooperative- Compromising Cooperative – win win Competitive - Cooperative Competitive – Adversarial

3. COOPERATIVE - COMPROMISING Have propensity for finding compromises required both sides to move further Promote to ‘meet the middle point’ or ‘shared gain/ shared pain’ May pursue win-win situation. But may spend lot of energy in finding the solution Carried out in egalitarian culture (Sweden, Norvey, Finland, etc), where people don’t want to bargain

4. COOPERATIVE- WIN WIN This style unit the parties in the problem solving mission, which maximise value of deal for both parties. Negotiations are most productive if offers and their benefits to both sides are clearly explained. Keep in mind that non-tangible benefits such as gains in status or prestige can play a big role, too. Negotiations are most productive if offers and their benefits to both sides are clearly explained. This style is preferred by people in many other countries, for instance most in Western and Central Europe, India, Japan, as well as in Latin American countries such as Argentina or Venezuela

5. COMPETITIVE - COOPERATIVE Remain calm, refuse extreme offers, and insist on reciprocity of all concessions when dealing with such negotiators. Competitive-cooperative negotiation styles dominate in Asian countries like China, South Korea, or Pakistan, in the Middle East and many countries around the Mediterranean Sea, in Eastern Europe, and in places in Latin America such as Brazil.

6. COMPETITIVE-ADVERSARIAL These are people who believe that a good deal requires “fighting it out.” They may use all kinds of pressure and aggression tactics, such as anger, warnings, threats, or walkouts. Some of them are even convinced that deals that were reached without strong conflict are not likely to last long. Proponents of this style are primarily found in Russia, Ukraine, and a few other former East Bloc countries. With a competitive-adversarial negotiator, it is vital to remain firm and persistent, to avoid being intimidated, never to take anything personally, and to remain constructive without giving in to any pressures.

7. TACTICS OF NEGOTIATION Forbearance Silence Surprise Fait Accompli Apparent Withdrawal Reversal Probing/ Testing Setting limits Feinting Association Disassociation Crosswords Blanket Randomizing Bracketing Salami Quick close

8. COMPARISON OF DIFFERENT NEGOTIATION STYLES

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