Negotiation strategy and analysis

People solve both large and small conflicts by giving in to the demands of others. Flinching is showing a strong negative physical reaction to a proposal.

Receptive negotiators smile, make plenty of eye contact. Compromisers can be useful when there is limited time to complete the deal; however, compromisers often unnecessarily rush the negotiation process and make concessions too quickly.

Compromising Individuals who are eager to close the deal by doing what is fair and equal for all parties involved in the negotiation.

Interests are not positions. In addition, collaborators need to be wary of how much Negotiation strategy and analysis is shared in order to avoid being taken advantage of. Brinkmanship is a type of "hard nut" approach to bargaining in which one party pushes the other party to the "brink" or edge of what that party is willing to accommodate.

As in-house counsel, you are sure to encounter numerous types of negotiations as part of your daily tasks, such as salary negotiations, contract negotiations with outside counsel, settlement negotiations during litigation, union negotiations, purchase order negotiations, and more.

A lack of trust ensues, and the future of the relationship may seem precarious. However, accommodators put relationship as a top priority, and this style can be very successful in negotiations in which mending or maintaining relationships is critical. Where would you like it to be? In sports, athletes in the final year of their contracts will ideally hit peak performance so they can negotiate robust, long-term contracts in their favor.

Active listening — Listening is more than just hearing what the other side is saying. For example, if your company is in the midst of a crisis, an accommodative strategy can be very successful at avoiding litigation and appeasing the other party. Researchers from The Harvard Negotiation Project recommend that negotiators explore a number of alternatives to the problems they face in order to reach the best solution, but this is often not the case as when you may be dealing with an individual using soft or hard bargaining tactics Forsyth, Principled negotiation can also be characterized by a pie analogy - each party collaborates with the other to try to create a bigger, mutually beneficial pie in which to share.

Because their style can dominate the bargaining process, competitive negotiators often neglect the importance of relationships. Their perception of others is one of friendship, and their goal is agreement.

While concession is mandatory for negotiations, research shows that people who concede more quickly, are less likely to explore all integrative and mutually beneficial solutions.

Also strategize on the most effective way of framing your interests and how to communicate shared interests to the other party. Nonverbal communication Communication is a key element of negotiation.

These criteria may be drawn from moral standards, principles of fairness, professional standards, and tradition.

While positioned bargaining may be adequate for quick and informal negotiations such as price haggling, principled negotiations provide a sound backdrop for successful agreements that add value to both parties by fulfilling mutual interests.

The process refers to how the parties negotiate: Collaborating is all about value creation and is commonly encouraged by those who support the principled negotiation format. Examples of incongruity in body language include: Competitive negotiators have strong instincts for all aspects of negotiating and are often strategic.


The compromising style involves meeting halfway. They can, however, feel taken advantage of in situations when the other party places little emphasis on the relationship. More often than not they are subtle, difficult to identify and used for multiple purposes.

Deadlines given can be actual or artificial. Accommodators are sensitive to the emotional states, body language, and verbal signals of the other parties. The "good guy" appears more reasonable and understanding, and therefore, easier to work with.

Before stating an important point, determine exactly what you wish you communicate to the other party.Another view of negotiation comprises four elements: strategy, process, tools, and tactics.

Strategy comprises the top level goals – typically including relationship and the final outcome. Strategy comprises the top level goals – typically including relationship and the final outcome. Negotiation Strategy Article Analysis Paper Andres Zangara MGT/ University of Phoenix Every negotiation starts with a process followed by a strategy because without either, then it would be just a disagreement with any kind of resolution to the issue.

For example, if your company is in the midst of a crisis, an accommodative strategy can be very successful at avoiding litigation and appeasing the other party.

However, unless the situation involves a relationship crisis, use accommodative strategies sparingly - giving away too many concessions or too much information in a negotiation might. Negotiation Strategy: Seven Common Pitfalls to Avoid.

A professor of organizational behavior explains the path to a successful negotiation. January 15, | by Barbara Buell. Prepare a written goal and analysis sheet for yourself. 2. Thinking the Pie is Fixed. Usually it's not.

You may make this common mistake when there is a "congruent. Dec 05,  · Leadership Strategy Small Business Under 30 [email protected] Workday BrandVoice Money All Money We often approach negotiation being very. The videos are interactive and they include questions to test your understanding of negotiation strategy and skills.

You can speed up or slow down videos to match your preferred pace for listening. planning for a negotiation. One critical component you'll learn is how to complete a negotiation analysis to set you up for success.


Negotiation strategy and analysis
Rated 5/5 based on 56 review