3. Strategies Techniques Tactics in Negotiations

© AchieveGlobal, Inc.2008 Date Developing the 21st Century Workforce 3. Strategies, Techniques and Tactics of Presentation Title Negotiations International Negotiation, Cosmin Joldes The Faculty of International Business and Economics ASE Bucharest © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce Summary 1. 2. 3. 4. 5. 6. Definitions Strategies Techniques Tactics Manipulation techniques and stratagems Presentation Title Maneuvres and stratagems combinations © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce 1. Definitions  STRATEGIES = developed approaches and options regarding the whole negotiation process  TECHNIQUES = ways of acting in order to reach the corporate objectives taken into account during negotiations  MANEUVERS = astute combinations of actions or techniques in order to take advantage of specific circumstances  TACTICS = specific Presentation actions used to Title take advantage of certain conditions or opportunities during the negotiation process  STRATAGEMS = manipulation tactics © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce Summary 1. Definitions 2. Strategies 3. Techniques 4. Tactics 5. Manipulation techniques and stratagems Presentation Title 6. Maneuvres and stratagems combinations © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce 2. Strategies Major strategic options:      Conflict vs. Cooperation Offensive vs. Defensive negotiation Rigid vs. Flexible negotiation (“tit for tat”) Closed vs. Open negotiation “Short” vs. “Long” negotiation 2 main approaches Presentation Title  Integrative / Cooperative / Collaborative / Friendly / Win-Win negotiation  Distributive / Conflictual / Competitive / Win-Lose negotiation  Objective / Principled / Balanced negotiation © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce Summary 1. Definitions 2. Strategies 3. Techniques 4. Tactics 5. Manipulation techniques and stratagems Presentation Title 6. Maneuvres and stratagems combinations © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce 3. Techniques   Sequential negotiation / “Step by step” / “Slicing salami” technique  “New approach” Holistic negotiation / “Package” negotiation  Global negotiation - “New issue” (“Extending negotiation”) = adding new negotiation points to the already existing ones - “Redefining negotiation” = redefining the issues in order to Presentation Title suppress the problems - “Escalating demand” = the more you get the more you require - “Moderato contabile” = asking for small concessions at the beginning in order to increase them through proper argumentation © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce Summary 1. Definitions 2. Strategies 3. Techniques 4. Tactics 5. Manipulation techniques and stratagems Presentation Title 6. Maneuvres and stratagems combinations © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce 4. Tactics 3 main categories: I. considering their SCOPE a) Persuasive tactics b) Influence / Manipulation tactics II. considering their ROLE III.considering their OBJECT Presentation Title © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce I. Tactics considering their SCOPE (I) a. Persuasive tactics: a.1) Cooperative negotiation:     Promise Recommendation Reward Positive normative appeal a.2) Conflict negotiation:     Threat Presentation Title Warning Imperative Negative normative appeal © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce I. Tactics considering their SCOPE (II) b. Influence / manipulation tactics: b.1) Cooperative negotiation:      b.2) Conflict negotiation:  Threat, bluffing, faking Nice surprise  Increasing demands Unconditional offer  Hiding information Positive argumentation  Delays Presentation Title hostility / Previsions and perspectives  Verbal “Cards on the table” emphasizing future common problems  Creativity appeal aggressiveness  Changing the negotiator © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce II. & III. Tactics considering their ROLE & OBJECT         Considering their ROLE: Argumentation tactics Dealing objections tactics Obtaining / giving concessions tactics Concluding tactics Considering their OBJECT: Tactics for negotiating the price Presentation Title Tactics concerning the goods Tactics for negotiating commercial terms / conditions Tactics for negotiating financial conditions etc. © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce Summary 1. Definitions 2. Strategies 3. Techniques 4. Tactics 5. Manipulation techniques and stratagems Presentation Title 6. Maneuvres and stratagems combinations © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce 5. Manipulation techniques & stratagems (I)  “Padding” technique = make unimportant things ‘essential’ and then concede them in order to receive concessions for the issues that really count  “Four stairs” technique = firstly presenting two impossible scenarios for both parties, then a second one more advantageous for the one launching it, and finally agreeing on a third option apparently mutually advantageous  “Sending a representative” technique / “No-authority” / “Limited authority” = one of the parties does not have the necessary authority for agreeing / not agreeing upon the final decision because final approval can only be given by a higher authority Presentation Title  “Summarizing” technique = briefly presenting agreement (more important) and disagreement (small and unimportant) points in order to solve the problems and conclude the negotiation © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce 5. Manipulation techniques & stratagems (II)  “Taken decision” technique = sticking to a decision that has been already taken and escalating the involvement  “Baiting” technique = the manipulator convinces the other party to take a decision in certain circumstances and relies on the fact that his partner keeps the decision no matter the changes in circumstances  “Extreme demands” technique (low) = firstly asking for small concessions (easy to accept / offer) and then increasing your demands  Presentation Title “Extreme demands” technique (high) = firstly asking for important concessions (impossible to be accepted / offered) and then decreasing your demands  “Red herring” technique = diversion in order to change the initial offer © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce Summary 1. Definitions 2. Strategies 3. Techniques 4. Tactics 5. Manipulation techniques and stratagems Presentation Title 6. Maneuvres and stratagems combinations © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce 6. Maneuvres and stratagems combinations a) b) c) Misleading / confusion stratagems Emotion stratagems Pressure stratagems Presentation Title © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce 6.a Misleading / confusion stratagems  “Deliberate mistakes”  “Funny money” (overwhelming or erroneous data)  “Withdrawal” stratagem  recognizing / announcing your own weak points in order to disarm the other party  withdrawal from the negotiation altogether, but keeping the control over it (“giving up” stratagem; “breaking it off”)  “Unseen, unknown” stratagem = the negotiator pretends not to observe the reactions of the other party  repeating the same thing again and again  not confirming, not denying Presentation Title  having an unmoved / impassive attitude  “Leaking” (deliberate “flow” of information)  “Bait” offer = replacing the very advantageous initial offer with a modest / conditioned one © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce 6.b Emotion stratagems         Politeness and flattery “Drowsing” the partner’s senses “Relaxing” the other party Guilting Depreciating Offending Threatening Bringing back to negotiation some already agreed issues Presentation Title © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce 6.c Pressure stratagems  “Good Cop – Bad Cop” stratagem = one negotiator is demanding concessions whilst the other is (by comparison!) more reasonable  “Human shield” stratagem = using as an excuse the existence of an inflexible superior / colleague  “Done deal” stratagem = obtaining the business objective without informing the partner  “Surprise” stratagem = suddenly changing the negotiation’s method / argumentation / approach. Presentation Title © AchieveGlobal, Inc. 2008  Date Developing the 21st Century Workforce Summary 1. Definitions 2. Strategies 3. Techniques 4. Tactics 5. Manipulation techniques and stratagems Presentation Title 6. Maneuvres and stratagems combinations © AchieveGlobal, Inc. 2008 Click to edit Master title Thank style You! Date Developing the 21st Century Workforce • Click to edit Master text styles – Second level • Third level – Fourth level » Fifth level Thank you! Presentation Title 01/27/16 For More Information Contact: 22